“INFLUENCE: THE ULTIMATE POWER TOOL”
Suggested length 60-90 minutes)
Dr. Robert Cialdini, author of the groundbreaking book, Influence, is your guide, translating the scientific research into practical business applications. His widely acclaimed studies show more/less are highly instructive to those who want to be more influential.
Weaving compelling stories with evidence-based statistics makes this program memorable and immediately applicable. Here, Dr. Cialdini identifies and explains the six universal principles of persuasion that move others toward “yes.” Participants receive answers to such questions as:
What can we do to shorten the time required to develop and deepen relationships with our prospects, customers, and co-workers? How can we effectively establish our authority and trustworthiness with those we meet for the first time? After we have given, what words can we use to increase dramatically the likelihood that we will receive in return? When others are sitting “on the fence,” which principles of persuasion are most likely to spur them to act? And, which is the most underused, yet effective, principle of persuasion? In this program, Dr. Cialdini answers all these questions and more.
Used correctly and ethically, these scientifically tested principles produce lasting relationships and strong, long-term change. When the science is available, why use anything else?
Back to top
“THE POWER OF WE” (Suggested length 45-75 minutes)
With The Power of WE, Robert Cialdini artfully braids science together with meaningful and moving personal accounts to produce a set of compelling lessons for business success. show more/less
This unique presentation explores what scientific research demonstrates about the ability of certain relationships (labeled “We” relationships) to facilitate our goals. Dr. Cialdini skillfully interprets the implications of “We” relationships both inside and outside the organization.
Audience members learn the answers to such questions as: What can change rivals to make them want to work together? What can make seemingly unrelated, angry people bond together to accomplish meaningful goals? What can make a negotiation more satisfying and come to fruition faster? What simple statement can lead to a “We” relationship? What simple request can do the same? And, how can this be accomplished ethically and effectively in business settings? Dr. Cialdini explores and answers these questions and more in this unique program.
What makes us a “We”? The Power of WE shows how to develop, engage, and focus relationships for optimal working success.
Back to top
“LEADERSHIP THROUGH THE POWER OF PERSUASION” (Suggested length 60-90 minutes)
It is through the influence process that we lead, generate, and manage change. Like most things, the process can be handled poorly or well. It can be employed to foster growth and to show more/less move people away from negative choices and in more positive directions, thereby creating the conditions for new opportunities. Or, it can be used clumsily, reducing the chance for genuine movement and, in the worst of cases, boomeranging into conflict and resentment.
As such, it is important for those wishing to lead effectively to understand fully the workings of the influence process. Fortunately, a vast body of scientific evidence now exists on how, when, and why people say yes to influence attempts. In his presentation, Dr. Robert B. Cialdini extracts from this formidable body of work the six universal principles of influence—those that are so powerful that they generate desirable change in the widest range of circumstances. The principles are:
Reciprocation. People are significantly more willing to comply with requests (for favors, services, information, concessions, etc.) from a leader who has provided such things first.
Commitment/Consistency. People are more willing to be moved by a leader if they see the change as consistent with commitments they have previously and publicly made.
Authority. The particular combination of expertise and trustworthiness renders a leader the most persuasive communicator science has ever uncovered.
Social Validation. People are more willing to perform a recommended action if a leader provides evidence that many similar others are performing it.
Scarcity. People find recommended opportunities more attractive to the degree that a leader can honestly position them as scarce, rare, or dwindling in availability.
Liking. People say yes to the leaders they like. Dr. Cialdini’s presentation illustrates how these six principles have been and can be harnessed to meet specific influence objectives.
Dr. Cialdini emphasizes the non-manipulative use of the principles so that those who are influenced feel personally committed to the new direction and to their relationship with the leader. It is only in this fashion that the influence process can be simultaneously effective, ethical, and enduring. And it is only in this fashion that it can enhance a lasting sense of partnership between those involved.
Back to top
“Yes! — Proven Ways for Marketers to Become More Persuasive” (Suggested length 1, 2, or 3 hours)
Yes! It’s one of the simplest words in our language. But, arranging to hear it from colleagues, clients, customers, and even family members is not simple at all — at least not without knowing show more/less certain secrets of the persuasion process. The dual purpose of this program is to reveal a valuable set of these powerful secrets to participants and to do so in a way that will enable them to achieve their professional goals more rapidly.
In addition, the emphasis will be on how participants can increase the likelihood of Yes! without having to change the
features and merits of their case but, instead, by changing only — and more persuasively — the way they present those features and merits. Consequently, this program would be of particular benefit to those individuals and organizations that have a strong case to make but have not realized an equivalent return because critical others have not been convinced to open their ears and minds fully to that strong case. The secrets of persuasion covered in the program are specifically designed to open such ears and minds.
So that participants can implement the program material immediately and with confidence, its content has been crafted to have the following elements.
It is scientifically grounded. Persuasion is no longer just an in-born art, available only to those who instinctively know just what to say and when to say it. After more than a half century of research, it has also become a solid science; and the researchers who study it have uncovered a set of hidden rules for moving people toward Yes! that can be learned by all who want to become more persuasive.
It is ethically appropriate. There is an important distinction between persuasion and manipulation. The approaches advocated in this program can be used in entirely non manipulative ways that never deceive or coerce others into assent. Rather, they inform/educate others into Yes! by providing honest evidence for wise decisions. In so doing, these ethical approaches preserve the personal relationships necessary for long-term business success.
It is not widely known. The intent of the program is not to re-teach or reinforce what participants already know. Instead, it is to bring to light some little-recognized aspects of persuasion that will give them an advantage over competitors in two ways:(1) by covering research that in many cases is so new that it is unavailable to the general public, and (2) by showing how this new research often runs counter to common but mistaken tactics that rivals will continue to employ.
It can involve small changes in practice. A goal of the program is to show participants how to make relatively minor modifications to their persuasive practices that will result in major increases in their effectiveness. Although busy, overloaded participants may well be reluctant to learn and deploy large-scale changes to their existing workplace approaches, they are willing to make small alterations that they are convinced will lead to greater success. For this reason, the program focuses on strategies that require small changes — a few words or the sequence of a few words — yet have the largest impact on Yes!
Back to top
“Yes! — Proven Ways for Managers to Become More Persuasive” (Suggested length 1, 2, or 3 hours)
Yes! It’s one of the simplest words in our language. But, arranging to hear it from colleagues, clients, customers, and even family members is not simple at all — at least not without knowing show more/less certain secrets of the persuasion process. The dual purpose of this program is to reveal a valuable set of these powerful secrets to participants and to do so in a way that will enable them to achieve their professional goals more rapidly.
In addition, the emphasis will be on how participants can increase the likelihood of Yes! without having to change the
features and merits of their case but, instead, by changing only — and more persuasively — the way they present those features and merits. Consequently, this program would be of particular benefit to those individuals and organizations that have a strong case to make but have not realized an equivalent return because critical others have not been convinced to open their ears and minds fully to that strong case. The secrets of persuasion covered in the program are specifically designed to open such ears and minds.
So that participants can implement the program material immediately and with confidence, its content has been crafted to have the following elements.
It is scientifically grounded. Persuasion is no longer just an in-born art, available only to those who instinctively know just what to say and when to say it. After more than a half century of research, it has also become a solid science; and the researchers who study it have uncovered a set of hidden rules for moving people toward Yes! that can be learned by all who want to become more persuasive.
It is ethically appropriate. There is an important distinction between persuasion and manipulation. The approaches advocated in this program can be used in entirely non manipulative ways that never deceive or coerce others into assent. Rather, they inform/educate others into Yes! by providing honest evidence for wise decisions. In so doing, these ethical approaches preserve the personal relationships necessary for long-term business success.
It is not widely known. The intent of the program is not to re-teach or reinforce what participants already know. Instead, it is to bring to light some little-recognized aspects of persuasion that will give them an advantage over competitors in two ways: (1) by covering research that in many cases is so new that it is unavailable to the general public, and (2) by showing how this new research often runs counter to common but mistaken tactics that rivals will continue to employ.
It can involve small changes in practice. A goal of the program is to show participants how to make relatively minor modifications to their persuasive practices that will result in major increases in their effectiveness. Although busy, overloaded participants may well be reluctant to learn and deploy large-scale changes to their existing workplace approaches, they are willing to make small alterations that they are convinced will lead to greater success. For this reason, the program focuses on strategies that require small changes — a few words or the sequence of a few words — yet have the largest impact on Yes!
Back to top
“Yes! — Proven Ways for Salespeople to Become More Persuasive” (Suggested length 1, 2, or 3 hours)
Yes! It’s one of the simplest words in our language. But, arranging to hear it from colleagues, clients, customers, and even family members is not simple at all — at least not without knowing show more/less certain secrets of the persuasion process. The
dual purpose of this program is to reveal a valuable set of these powerful secrets to participants and to do so in a way that will enable them to achieve their professional goals more rapidly.
In addition, the emphasis will be on how participants can increase the likelihood of Yes! without having to change the
features and merits of their case but, instead, by changing only — and more persuasively — the way they present those features and merits. Consequently, this program would be of particular benefit to those individuals and organizations that have a strong case to make but have not realized an equivalent return because critical others have not been convinced to open their ears and minds fully to that strong case. The secrets of persuasion covered in the program are specifically designed to open such ears and minds.
So that participants can implement the program material immediately and with confidence, its content has been crafted to have the following elements.
It is scientifically grounded. Persuasion is no longer just an in-born art, available only to those who instinctively know just what to say and when to say it. After more than a half century of research, it has also become a solid science; and the researchers who study it have uncovered a set of hidden rules for moving people toward Yes! that can be learned by all who want to become more persuasive.
It is ethically appropriate. There is an important distinction between persuasion and manipulation. The approaches advocated in this program can be used in entirely non manipulative ways that never deceive or coerce others into assent. Rather, they inform/educate others into Yes! by providing honest evidence for wise decisions. In so doing, these ethical approaches preserve the personal relationships necessary for long-term business success.
It is not widely known. The intent of the program is not to re-teach or reinforce what participants already know. Instead, it is to bring to light some little-recognized aspects of persuasion that will give them an advantage over competitors in two ways: (1) by covering research that in many cases is so new that it is unavailable to the general public, and (2) by showing how this new research often runs counter to common but mistaken tactics that rivals will continue to employ.
It can involve small changes in practice. A goal of the program is to show participants how to make relatively minor modifications to their persuasive practices that will result in major increases in their effectiveness. Although busy, overloaded participants may well be reluctant to learn and deploy large-scale changes to their existing workplace approaches, they are willing to make small alterations that they are convinced will lead to greater success. For this reason, the program focuses on strategies that require small changes — a few words or the sequence of a few words—yet have the largest impact on Yes!
Back to top
