Principles of Influence?
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:
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.
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