Category: Inside Influence Report

The Three Drivers That Increase Your Influence – Part 3

By:  Steve Martin, CMCT

iStock_000006595143SmallPersuasion researchers have consistently demonstrated that the most successful strategies that influence the decisions and behaviors of others gain their persuasive strength by triggering one of just three simple human motivations:

1) The motivation to make effective decisions efficiently.

2) The motivation to affiliate with and gain the approval of others.

3) The motivation to see ourselves in a positive light.

In two previous INSIDE INFLUENCE REPORTS, I reviewed the first and second of these motivations and provided examples of the small changes that can activate them. In the third part of this series of articles I’ll take a closer look at the third of these motivations; the need to behave in ways that allow us to be seen in the best possible light.

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The 3 Drivers That Increase Your Influence – Part 2

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By:  Steve Martin, CMCT

In last month’s post we claimed that, despite an abundance of strategies used to influence the decisions and behaviors of others, researchers have found that the most successful strategies gain their persuasive strength by triggering one or more of three simple human motivations.

These motivations are:

1. Making effective decisions efficiently

2. Affiliating with and gain the approval of others

3. Seeing ourselves in a positive light

For this month’s IIR let’s take a closer look at the second of these, our motivation to affiliate with, and gain the approval of others.

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The 3 Drivers That Increase Your Influence – Part 1

By:  Steve Martin, CMCTthesmallbig-book-smaller

In the recently published book THE SMALL BIG co-authored by Robert Cialdini, Noah Goldstein and myself, we make a bold claim. Despite there being hundreds, perhaps thousands, of individual persuasion strategies used across the workplace, nearly all of the techniques that have been scientifically demonstrated to successfully change the thoughts, perceptions, and behaviors of others gain their persuasive power by leveraging just one of three simple underlying human motivations;

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So you THINK you know the best way to plan to reach your goals? See what the research says…..

By Mr. Steve MartinGoals concept in word tag cloud

Despite our best intentions, many of the goals we set for ourselves go unfulfilled. To improve our career prospects, we’ll research going to night school but not make it to class. We’ll purchase a health club membership, only to find our attendance wanes after a couple of sessions. We promise to put a little extra cash aside towards that dream trip, but when the end of the week arrives, we convince ourselves we can always start next month. The relationship between intention and implementation is often a weak one. In previous INSIDE INFLUENCE REPORTS we have discussed various strategies to encourage people to follow through with their commitments. One of the more effective is to create a specific plan for where, when, and how they will go about accomplishing it. Persuasion scientists call this an implementation intention plan.

Often we have multiple goals that we’re juggling to accomplish. And at work we can face the challenge of persuading colleagues to commit to several important tasks. In situations like these, will the implementation intentions that serve single goals pretty well extend to an entire to-do list?

 

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Pre-order The SMALL Big by Martin, Goldstein and Cialdini and enter for a chance to win an iPad Air

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1.  PreOrder The SMALL BIG here:  http://www.thesmallbig.com

 2.  Upload a screenshot or picture of  your preorder form here:  http://woobox.com/8gdswj

 3.  You will then be entered into a random drawing where one person will win a new  iPad Air!


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