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Principles of Influence?

Take a look at the 7 principles influence and the best techniques to use

What are the 7 principles of influence?

Dr Robert Cialdini has spent his career researching the science of influence and psychology behind persuasion. He added a 7th principle to his model later when considering online interactions and the idea of unity. This has been heightened through the recent pandemic, with the need to influence stakeholders and suppliers effectively through a more virtual working environment.

The seven principles of influence are set out below:

1. Reciprocity:

Give something to someone first, so they return with something

2. Commitment:

Gain commitment on a small action to build credibility, then extend this as you gain buy in

3. Social proof:

Share the most popular option to validate and show other people’s thoughts to gain consensus

4. Liking:

Show similarities to build rapport and make them feel the desire to work with you

5. Authority:

Be an expert and help to reduce their uncertainty of the best steps to take

6. Scarcity:

Share the unique qualities of the proposed offer and what they will lose if they don’t move forward

7. Unity:

The idea of togetherness and a shared identity that both the influencer and influence become part of

 

What are the best persuasive techniques?

The best persuasive techniques apply effective soft skills and emotional intelligence. Being persuasive isn’t about being pushy or forceful. Here are some tips below to help your master the art of persuasion:

  • Active listening skills:
    Be open minded and understand the other persons point of view
  • Rapport and trust:
    Build a relationship and prove that you can be trusted, make sure to follow through on action
  • Credibility:
    Increase the perception that you have the credible expertise to deliver the right solutions
  • Do your research:
    Make sure you have done your research internally and externally and have all the details
  • Ethics:
    Ensure that you have shared the ethical principles and morals for the proposed outcome
 

What not to do when influencing

It’s important that you determine your level of influence because if not, you may fail to influence effectively, and this can have a real impact on how engaged your stakeholders are. Here are a just few reasons why we can fail to influence stakeholders.

  • Being overly enthusiastic:
    Stakeholders want to see someone that is consistent with how they act and that has clear direction. It’s important to address your stakeholders' culture and demographic so you can vary your enthusiasm.
  • Not knowing your stakeholders:
    Like the above, it’s important to get to know your stakeholders. What their personalities are, their background and their roles and responsibilities.
  • Talking without listening:
    Wait until your stakeholder has finished their sentence, before responding. If you continuously speak over or finish sentences, it shows that you haven’t listened to what they have said.
  • Intimidation:
    Be careful not to intimidate your stakeholders as these types of tactics are becoming much more unlawful in the workplace.
  • Being too nervous:
    Nerves come with the territory when speaking to stakeholders, however too many nerves can make you look less confident. 

Influencing stakeholders

The importance of influencing skills has increased over the years, with it now being one of the top five soft skills most in demand for procurement and supply chain professionals. Read our guide on how to do it right. Find out more about Influencing Skills.

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