Principles of Influence
Understand common decision-making shortcuts
Persuade with legitimacy
Use Case: Address decision-making biases
Purpose
Improve the ability to influence others ethically and to avoid being manipulated by being aware of seven principles of influence and their impact on decisions.
When to Use
Knowing these principles is important at all moments in negotiations, but in particular when claiming value (assessing proposals) and making commitments (saying Yes).
References
- Robert B. Cialdini, Influence: The Psychology of Persuasion (Harper Business, 2021)
- Deepak Malhotra and Max Bazerman, Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond (Bantam, 2008), chapter 7: Strategies of Influence