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INFLUENCE! Defend yourself!

January 19, 2016

Shahin Murray

Contact Information IDEAN Shahin Murray Senior Project Manager

Shahin@idean.com @ShahinMurray #Idean #Influence #KickassPM

Objective To create innovative, awesome, happy, agile, lean, and productive teams.

Idean global studios & partners

Idean studios

Partners

FINLAND

USA

COPYRIGHT © 2016

AGENDA

1. Overview 2. Liking 3. Reciprocation 4. Social Proof 5. Consistency and commitment 6. Identity 7. The contrast principle

6

INFORMATION OVERLOADED

CLICKWHIRR

#KICKASSPM #IDEAN

1. THE PEOPLE WE LIKE

#KICKASSPM #IDEAN

COPYRIGHT © 2016

LIKING

1. We like people similar to us; we like people we want to be like. • Opinions, personality traits, background, life-style, and dress

2. Physical Attractiveness & Halo Effect • Automatically assigned traits: talent, kindness, honesty, and intelligence • Grooming > Job qualifications • Cute kids seen as less naughty and more intelligent

3. Compliments: we tend as a rule to believe praise and to like those who provide it, oftentimes when it is clearly false!

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Joe

#KICKASSPM #IDEAN

How much do you like Joe?

(least) 1 2 3 4 5 (most)

#KICKASSPM #IDEAN

#KICKASSPM #IDEAN

DEFENSEListen to your heart.

Trust your gut.

#KICKASSPM #IDEAN

2. RECIPROCATION

Obligation to return favors

#KICKASSPM #IDEAN

• All human societies subscribe to the rule • It permeates exchanges of every kind • Supports sophisticated and coordinated systems of aid, gift giving,

defense, and trade

#KICKASSPM #IDEAN

THE RULE IS OVERPOWERING: • Possess awesome strength often producing a “yes” response to a

request that, except for an existing feeling of indebtedness, would have surely been refused.

#KICKASSPM #IDEAN

Joe

#KICKASSPM #IDEAN

• THE RULE ENFORCES UNINVITED DEBTS

• THE RULE CAN TRIGGER UNFAIR EXCHANGES

#KICKASSPM #IDEAN

DEFENSEAccept gifts as gifts, until recognized as tools of compliance.

At that point, relabel them.

#KICKASSPM #IDEAN

3. SOCIAL PROOF

Looking to others to guide our behaviors

• 95% of people are followers vs. 5% leaders • Only takes 6% of a population to sway the crowd • Works best with large amounts of uncertainty

SOCIAL PROOF

#KICKASSPM #IDEAN

DEFENSEPick up your head, look around, and make your own decision.

#KICKASSPM #IDEAN

4. CONSISTENCYThe desire to be consistent with our decisions.

#KICKASSPM #IDEAN

COPYRIGHT © 2016

Inconsistent• Indecisive • Confused • Two-faced • Mentally ill

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Consistent• Personal and intellectual strength • Logic • Rationality • Stability • Honesty

5. COMMITMENT• Nodding your head

• Speaking

• Writing

• Volunteering

• Public Oath

#KICKASSPM #IDEAN

KEEP CALIFORNIA BEAUTIFUL!

SIGN HERE

DRIVE CAREFULLY

17% COMPLIANCE RATE DRIVE

CAREFULLY vs. 76% COMPLIANCE RATE

(who signed the petition)

6. IDENTITY

#KICKASSPM #IDEAN

When you experience two similar things in succession, your perception of the second is influenced by the first.

7. The Contrast Principle

#KICKASSPM #IDEAN

REJECTION, THEN RETREAT

#KICKASSPM #IDEAN

REJECTION, THEN RETREAT

CONTRAST & RECIPROCITY

#KICKASSPM #IDEAN

DEFENSERecognize the patterns.

Trust your gut.

#KICKASSPM #IDEAN

BELIEFS IDENTITY & SELF IMAGE

COMMITMENT & CONSISTENCY OWNERSHIP

RECIPROCATION LIKABILITY

SOCIAL AUTHORITY

RECIPROCATION LIKABILITY

External pressures generate short term compliance.

Internal pressures can create long term commitment.

#KICKASSPM #IDEAN

Q & A

#KICKASSPM #IDEAN

Life is too shortFOR CRAPPY UX