Discover why leading companies choose to partner with us

Deep Dive into the Principles of Influence.

This One Day training is suited for senior managers of an organisation.

Covers:

• Human Decision Making
• 7 Principles of Influence
• Contrast Phenomena

1. Reciprocity

• People feel obligated to return favors or concessions offered to them.
• Example: Free samples often lead customers to feel inclined to buy the product, or a favour done by a manager to an employee is reciprocated through a work related act.

2. Commitment and Consistency

• Once people commit to something, they are more likely to act consistently with their initial decision, especially if the commitment is public or voluntary.
• Example: Getting someone to make a small initial commitment (e.g., publicly agreeing to a business target) increases the likelihood they’ll deliver on that.

3. Social Proof

• People look to the behavior of others to determine their own actions, especially in uncertain situations.
• Example: Highlighting positive reviews or testimonials to influence buying decisions.

4. Authority

• People tend to follow the lead of credible and authoritative figures.
• Example: Recommendations from experts or individuals with credentials enhance trust.

5. Liking

• People are more likely to say “yes” to those they like, which can be based on similarity, compliments, or familiarity.
• Example: Salespeople often build rapport to create a sense of connection.

6. Scarcity

• People perceive things as more valuable when they are less available.
• Example: Limited-time offers or exclusive deals create urgency.

7. Unity

• We say yes to people who belong to us.
• Example: We support people who we consider our family, or collaborate in a close knit team.

Contrast Phenomena

The training is embedded with case studies for real-world business application, and practical examples how they can be used in real life. Adding a practical component to a learning experience will increase retention of the information, make it more fun, and allows participants to take essential steps in building their application skills and confidence.

Our in-depth learning programs will immerse the learner in the fascinating science of persuasion, providing you with practical strategies that can significantly enhance the learner’s professional path.

Delivered virtually or in-person class. Also available as Public Training.