Persuasion 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 Iâ€™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.