{"id":1721,"date":"2022-08-09T19:34:31","date_gmt":"2022-08-10T00:34:31","guid":{"rendered":"https:\/\/blogs.acu.edu\/lytlecenter\/?p=1721"},"modified":"2022-08-09T19:39:12","modified_gmt":"2022-08-10T00:39:12","slug":"the-science-of-persuasion","status":"publish","type":"post","link":"https:\/\/blogs.acu.edu\/lytlecenter\/2022\/08\/09\/the-science-of-persuasion\/","title":{"rendered":"The Science of Persuasion"},"content":{"rendered":"<p>In the organizational competition of ideas, there are some fundamental persuasive techniques that, when used with sincerity and authenticity, prove quite effective. \u00a0One of our students, Amen Mugisha, and I recently sat down to discuss the classic article entitled, &#8220;Harnessing the Science of Persuasion,&#8221; by Dr. Robert Cialdini. \u00a0Below is Amen&#8217;s summary of the key takeaways:<\/p>\n<h4 style=\"text-align: center\"><strong>Harnessing the Science of Persuasion.<\/strong><br \/>\nby Robert B. Cialdini (2001)<\/h4>\n<p><strong>Summarized by: \u00a0Amen Mugisha<\/strong><\/p>\n<p>How can managers and leaders, in general, persuade their employees? Cialdini\u2019s research results provide six principles to follow:<\/p>\n<ol>\n<li><strong>The principle of LIKING:<\/strong>\u00a0 \u201cPeople like those who love them.\u201d Find similarities and praises to give to followers. The bond created then produces trust that later generates affection for the leader.<\/li>\n<li><strong>The principle of RECIPROCITY:<\/strong>\u00a0\u201cPeople repay in kind.\u201d People easily repay what has been given. Gifts often help another person create a cooperative attitude on both sides. Give people what you receive.<\/li>\n<li><strong>The principle of SOCIAL PROOF:<\/strong> \u201cPeople follow the lead of similar others.\u201d Finding someone with power that has a similar background as you will enable you to better influence that person. People tend to believe others that are relatable.<\/li>\n<li><strong>The principle of CONSISTENCY:<\/strong> \u201cPeople align with their clear commitments.\u201d Get your people to speak and put in writing their responsibilities to encourage dedication and results. \u00a0People desire to act consistently with their beliefs and values, especially the ones they&#8217;ve written down.<\/li>\n<li><strong>The principle of AUTHORITY:<\/strong> \u201cPeople defer to experts.\u201d People trust someone who is an expert, and as a leader, they will not just know your expertise, it will need to be displayed. The consistent exposure to your expertise on a matter then allows the followers to trust the leader.<\/li>\n<li><strong>The principle of SCARCITY<\/strong>: \u201cPeople want more of what they have less of.\u201d Whatever is scarce is what people usually value. \u00a0Use this information to drive the critical player\u2019s attention. This principle, however, should follow an ethical code, and the information should be genuine.<\/li>\n<\/ol>\n<p><strong>Article Citation:<\/strong>\u00a0Cialdini, R. B. (2001). \u00a0Harnessing the science of persuasion. \u00a0<em>Harvard Business Review<\/em>, October, 72-79.<\/p>\n<p>BigSpeak Speaker&#8217;s Bureau also produced a high quality video summary of the article which can be found on <a href=\"https:\/\/www.youtube.com\/watch?v=kv0sOX6Alrk\">YouTube<\/a>.<\/p>\n<p>&nbsp;<\/p>\n<p><iframe loading=\"lazy\" title=\"Robert Cialdini - Science Of Persuasion\" width=\"1080\" height=\"608\" src=\"https:\/\/www.youtube.com\/embed\/kv0sOX6Alrk?feature=oembed\"  allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture\" allowfullscreen><\/iframe><\/p>\n","protected":false},"excerpt":{"rendered":"<p>In the organizational competition of ideas, there are some fundamental persuasive techniques that, when used with sincerity and authenticity, prove quite effective. \u00a0One of our students, Amen Mugisha, and I recently sat down to discuss the classic article entitled, &#8220;Harnessing the Science of Persuasion,&#8221; by Dr. Robert Cialdini. \u00a0Below is Amen&#8217;s summary of the key [&hellip;]<\/p>\n","protected":false},"author":3641,"featured_media":1725,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_et_pb_use_builder":"","_et_pb_old_content":"","_et_gb_content_width":"","_monsterinsights_skip_tracking":false,"_monsterinsights_sitenote_active":false,"_monsterinsights_sitenote_note":"","_monsterinsights_sitenote_category":0,"footnotes":""},"categories":[],"tags":[208470,608,208469,196744],"class_list":["post-1721","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","tag-amen-mugisha","tag-articles","tag-cialdini","tag-persuasion"],"_links":{"self":[{"href":"https:\/\/blogs.acu.edu\/lytlecenter\/wp-json\/wp\/v2\/posts\/1721","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/blogs.acu.edu\/lytlecenter\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/blogs.acu.edu\/lytlecenter\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/blogs.acu.edu\/lytlecenter\/wp-json\/wp\/v2\/users\/3641"}],"replies":[{"embeddable":true,"href":"https:\/\/blogs.acu.edu\/lytlecenter\/wp-json\/wp\/v2\/comments?post=1721"}],"version-history":[{"count":3,"href":"https:\/\/blogs.acu.edu\/lytlecenter\/wp-json\/wp\/v2\/posts\/1721\/revisions"}],"predecessor-version":[{"id":1726,"href":"https:\/\/blogs.acu.edu\/lytlecenter\/wp-json\/wp\/v2\/posts\/1721\/revisions\/1726"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/blogs.acu.edu\/lytlecenter\/wp-json\/wp\/v2\/media\/1725"}],"wp:attachment":[{"href":"https:\/\/blogs.acu.edu\/lytlecenter\/wp-json\/wp\/v2\/media?parent=1721"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/blogs.acu.edu\/lytlecenter\/wp-json\/wp\/v2\/categories?post=1721"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/blogs.acu.edu\/lytlecenter\/wp-json\/wp\/v2\/tags?post=1721"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}