influence: how to move peoplehow influence works robert cialdini and steve martin. reciprocity....
TRANSCRIPT
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INFLUENCE: HOW TO MOVE PEOPLE
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Elizabeth Pisani, Epidemiologist
RATIONALIS THE DOMINANTPARADIGMIN PUBLIC HEALTH
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What you’re up against
Six areas of influence
What it takes
How it’s done
What’s the really all about?
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WE ALL RESITCHANGE
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Change bias
Cognitive biases
Staus quo bias, system justificationEndowment effect
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WE ARE MOTIVATED BYAUTONOMY
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Intrinsic motivation
Self determination theory
Not independence: Acting with choice
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HOW INFLUENCE WORKS
Robert Cialdini and Steve Martin
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RECIPROCITY
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SCARCITY
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AUTHORITYCredibility
Expertise Trustworthiness
Similarity
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CONSISTENCY
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LIKING
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CONSENSUS
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Robert Cialdini and Steve Martin, Yes!: 50 secrets from the science of persuasion
RECIPROCITYSCARCITYAUTHORITYCONSISTENCYLIKINGCONSENSUS
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WHAT IT TAKES
Harry M. Jansen Kraemer Jr.
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SELF REFLECTION(THE COURAGE TO DECLARE)
Kraemer
Jim Collins
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BALANCE(A CERTAIN PLAY OF TOLERANCE)
Kraemer
Simon Critchley
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SELF CONFIDENCE(BEING A LOT MORE OF WHO YOU ALREADY ARE)
Kraemer
Tom Rath
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HUMILITY(THE EMOTIONAL TASK OF A LEADER IS PRIMAL)
Kraemer
Daniel Goleman
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HOW IT’S DONE
Daniel Pink
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DARE NOT SPEAK ITS NAME
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WHO SELLS?
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ATTUNEMENTBUOYANCYCLARITY
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ATTUNEMENTShifting PowerHead Heart BalanceSmart mimicryAmbiverterity
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Where do you anchor?Those who assume lower power sell better.I’m sitting in the small chair so you can sit in the big one.
ATTUNEMENT- HEAD/HEART BALANCE
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ATTUNEMENT - HEAD/HEART BALANCEPerspective-taking is cognitiveEmpathy is emotionalQuestions and data-gathering to get to the core of what the other person is thinking.
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ATTUNEMENT - SMART MIMICRYChameleonsWait staff who repeat verbatim - 70% more tips.The ability to chameleonLight touching
Petition-gathering nearly 30% more effective
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ATTUNEMENT - AMBIVERTERITYAbiverts - between extro and introToo social is as bad as too removedToo much contact can be worse than too little
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ATTUNEMENT - LET’S TRYWhat’s in common? (five minutes)
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BUOYANCYWhat does rejection mean?
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BUOYANCYBeforeDuringAfter
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BUOYANCY - BEFORESelf-talkInterrogative self-talk
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BUOYANCY - DURINGPositivity RatiosNegativity narrows, positivity broadensWell being study: 3 to 1.
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BUOYANCY - AFTERExplanatory styleLearned helplessnessPermanent, pervasive, personal vs.Temporary, specific, externalFlexible optimism: Optimism with your eyes open
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CLARITYFind the problemFrame it upShow me the way home
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CLARITY - THE RIGHT PROBLEMSLearning from artists
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Problem solving vs. problem finding
CLARITY - THE RIGHT PROBLEMS
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Frame it up
Five frames:1. Less is more2. What’s the experience?3. Labels matter4. Nobody’s perfect (blemishing effect)5. Everyone loves the upside
CLARITY- THE RIGHT PROBLEMS
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Show me the way home
CLARITY- THE RIGHT PROBLEMS
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PITCHINGInvolve the catcher.
The most compelling ideas create conversations.
Pink’s Six Successors to the Elevator Pitch:1. One Word Pitch (Saatchi and Saatchi)2. Question Pitch3. Rhyming Pitch4. Subject Line Pitch5. Twitter Pitch6. Pixar Pitch
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PITCHINGLowest rated:
ComplaintsMe NowPresence Maintenance
Highest rated:QuestionsHelpful links (clarity)Promotion with Information
HaikuGlobally mindedInnovative and drivenTippie can sharpen
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WHAT’S REALLY GOING ON HERE?
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Kouzes and Posner, The Leadership Challenge
MODELTHE WAY
INSPIREA SHARED VISION
CHALLENGETHE PROCESS
ENABLEOTHERS TO ACT
ENCOURAGETHE HEART
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POWERWHO HAS THE
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VALUES-BASED LEADERSHIP
James O’Toole
MORAL AND EFFECTIVENO OTHER FORM OF LEADERSHIP CAN BE
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O’Toole, Values Based Leadership
RESPECTTHAT WE ALL RESIST CHANGE
EMPOWEROTHERS TO ACT
CREATEA BETTER FUTURE
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INFLUENCE: HOW TO MOVE PEOPLE
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