Influence

Weapons of Influence

The importance of using these for good

Reciprocity

• A person will try and repay what another person has provided
• Variation: Intitial concession stimulates a return concession

Commitment and Consistency

• We have a desire to be and look consistent
• Secure an initial committment
• The tendency will be for people to make decisions consistemt with their initial committment

Social Proof

• People look for how other people are believing or doing in situations
• Most influential in uncertain situations
• Also powerful in similar situations

Liking

• People prefer to say yes to people they know and like.
• Physical attractivness
• Similarity
• Increased familarity

Authority

• Strong pressure in our society for compliance with requests of an authority
• Knowledge

Scarcity

• People assign more value to opportunities when they are less available
• Limiting access

Summary

• Reciprocity
• Consistency
• Social Proof
• Likability
• Authority
• Scarcity