Why Unethical Persuasion Tends to Backfire

Why Unethical Persuasion Tends to Backfire

Understanding the science of influencing others ethically equips us with the tools to navigate the complexities of human interaction with integrity and authenticity. It’s a skill that empowers us to create genuine connections and foster positive change.

However, there are individuals who take a lax approach and engage in counterfeiting tactics. For instance:

❌  Falsely claiming authority

❌  Inflating numbers to showcase social proof

❌  Manufacturing scarcity despite full warehouses

They shouldn’t, of course.

Not only does unethical behavior strike at the very core of genuine connections and positive change, but it is also likely to backfire on them.

The Research

Shouting “ethics!” alone won’t suffice to persuade cheaters to adopt ethical influence approaches.

But maybe research conducted by my colleagues and me will. It uncovered three significant costs that arise from the use of unethical tactics, forming the ‘triple tumor structure’ of organizational dishonesty:

• Poor employee performance
• High employee turnover
• Employee fraud and malfeasance

I think it is appropriate to label these injurious costs as ‘tumors’, because they have a malignant nature: growing, spreading, and eating progressively at the organization’s health and vigor, often below the surface.

Let’s examine them one by one to build a compelling argument that unethical tactics ultimately undermine an organization’s financial well-being.

Tumor 1
Poor employee performance

It’s no secret that suboptimal work performance presents a substantial barrier to achieving profitability.

Now, you may wonder what this has to do with ethics.

Well, when employees’ ethical values collide with those upheld by their organization, the resulting stress can have a more detrimental impact than other forms of stress.

Our comprehensive national survey, spanning various industries and positions, confirmed this connection:

So, please remember: unethical persuasion is likely to cause poor employee performance.

Tumor 2
High employee turnover

Employee turnover poses a financial nightmare for business leaders.

We discovered a direct relationship between unethical work practices and turnover through experiments and surveys.

We learned that employees subjected to consistent dishonesty were more likely to:

In this way, an unethical work culture pushes valuable employees away.

So, please remember: unethical persuasion is likely to cause high employee turnover.

Tumor 3
Employee fraud and malfeasance

So, in organizations that condone cheating, those troubled by it will leave. But those comfortable with it… are happy to stay.

The organizational implication is sobering:

Our studies confirmed that individuals satisfied with unethical work environments were more prone to engage in deceitful and financially damaging activities within the workplace, such as:

So, please remember: unethical persuasion is likely to cause employee fraud and malfeasance, completing the triple tumor structure that I strongly advise you to avoid at all times.

How to Persuade Ethically

As I mentioned in a previous newsletter, I’ve been presenting slideshows on LinkedIn for a while now, including a deep dive into the topic of ethics about a year ago.

In this post, I outlined three minimal criteria that I believe you should meet to persuade ethically. Your request should be:

Furthermore, We provided a quick and easy test to help determine whether you are indeed employing ethical persuasion. This test consists of three questions.

If you would like to learn more about these questions, simply click this link:

Become an Expert Persuasion Trainer

Free advice or business scan

LinkedIn, Forbes, and Harvard Business Review consistently rank ethical persuasion as a top skill to master. That’s why we launched the Cialdini Institute Licensed Trainer program—designed for trainers, coaches, and other business professionals:

• Deliver keynotes, workshops, and training on ethical persuasion
• Drive results for your company or your clients—and yourself
• Guaranteed leads for independent trainers

Want to see how this program can boost your career? Request a free Personal Business Scan to get the hard numbers on your business potential. Or book a call with one of our Program Experts for free advice tailored to your situation.