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Applying Cialdini's Persuasion Principles
Your Team will Demonstrate One of Cialdini's Principles
-Discuss the Principle
-Nominate Two Team Members to Perform a 1-Minute Simulation of the Principle for the Entire Class
-Simulation can be Set in Any Environment of Team's Choosing
-Simulation Must Clearly Exhibit a Particular Principle of Persuasion
-Audience Will Identify What Principle is Being Portrayed in Simulation
COLLABORATION*
Offer to Provide Resources and Help
if Target Carries Out Your Request
Differ from Exchange Tactic
Sports Agent Solicits Client
*later added
COALITION TACTICS
INFLUENCE PLAN
Solicit Others to Persuade Target to Follow Your Request
Or Use Support of Others as Reason for Target to Agree to Your Request
INGRATIATON
Notre Dame Football Team Helps Rudy
Resistance
Getting Someone in Good Mood Prior to Making a Request
PRESSURE
Compliance
Use Demands, Threats, or Frequently
Checking to Influence Target
LEGITIMATING TACTICS
MAKING AN OFFER THAT CAN'T BE REFUSED
Establish One's Legitimate Authority to Make
a Particular Request
"I AM THE AUTHORITY"
PERSONAL APPEALS
Help TeamMate in Upcoming Influence Opportunity
Develop a Plan
Prepare a Script on What He or She Would Say
PITCHING NOVEL IDEAS TO THE BOSS
Referring to Friendship or Loyalty when
Making a Request
Recruiting Bones
Commitment
XIAOMING ZHENG
VIJAYA
KAY BARTOL
FIRMS MAY OVERLOOK CREATIVE INVENTIONS
EXCHANGE
APPRISING*
CONSULTATION
RATIONAL PERSUASION
INSPIRATIONAL APPEAL
Explain How Following Your Request will Benefit the Target (of Influence) Personally
Offer to Provide Something Target Wants in Return for Carrying Out Your Request
Explanations, Logical Arguments, and Facts to show
your Request is Reasonable
"A WAY OF OUT OF HELL"
Invite Target (of Your Influence) to Participate in Planning or Implementing Your Request
Develop Commitment by Arousing Strong Emotions and Linking Request to Target's Values or Ideals
Amistad Trial
HIRING HELP
Getting Apollo 13 Home
*later added
Motivational
Speaker
WHICH EMPLOYEE BEHAVIORS CAN INDUCE SUPERVISOR TO JUDGE NEW INVENTIONS AS CREATIVE (AND THUS WORTH IMPLEMENTING)?
Kristie Rogers
Chris Reina
Suzanne Peterson
WHICH BEHAVIORS MOST INDUCE SUPERVISORS TO JUDGE NEW PRODUCT AS CREATIVE?
VIDEO GAME COMPANY IN CHINA
Supervisor
Rating of
Creativity
IF BOSS LIKES IDEA, HE OR SHE WILL IMPLEMENT IT
LEADERS ARE MORE EFFECTIVE WHEN
USING SOFT TACTICS!
Reina, C., Rogers, K., Peterson, S., Byron, K., & Hom, P. (2017) Journal of Leadership & Organizational Studies
Apprising
Consultation
Rational Persuasion
Collaboration
Inspirational Appeal
Coalition
Pressure
Legitimating Tactics
Lee et al. 2017 Meta-Analysis
Lee et al. (2017, Leadership Quarterly)
Meta-Analysis (49 Studies with 9,000 Employees
PRESIDENT GEORGE W. BUSH ADDRESS TO CONGRESS
What Influence Tactics Did President Bush Exhibit?
Employee Best Sell Creative IDEAS
if She Uses Idea Enactment +
High Influence Tactics