How to persuade people to say yes

Citation

Cialdini, R. (2009), "How to persuade people to say yes", Human Resource Management International Digest, Vol. 17 No. 7. https://doi.org/10.1108/hrmid.2009.04417gad.002

How to persuade people to say yes

Article Type: Abstracts From: Human Resource Management International Digest, Volume 17, Issue 7

Cialdini R., Goldstein N., Martin S.Training Journal (UK), May 2009, Start page: 36, No. of pages: 5

Purpose – describes some of the practical ways in which training professionals can use the principles of persuasion. Design/methodology/approach – identifies six principles of human decision making: reciprocation – the obligation to return favors; authority – respect for the opinions of experts; consistency – the need to act consistently with commitments and values; scarcity – if something is scarce it is more desirable; liking – if people are liked they are more likely to be agreed with; and social proof – what others do guides behavior. Uses the example of trying to get hotel guests to reuse towels to illustrate influencing behavior and looks at how the availability of limited options improves decision making, how to be perceived as an expert and how to use other people’s behavior as an influencing factor. Notes the need for testimonials to be relevant to the target audience. Lists five other ways to increase influence and persuasiveness. Findings – considers that gaining agreement from other people requires the use of influencing strategies. Originality/value – identifies ways in which trainers can use the influence process.ISSN: 1465-6523Reference: 38AM312

Keywords: Influence, Interpersonal communications