Elaina Norlin, Executive Director Broward County Library gave a very “persuasive” session on the principles and practicalities of influencing people to move things forward. With her broad range of experiences in the academic (University of Arizona), non- profit and now public environments, Elaina has observed and learned the art of influence from the best: – Robert Cialdini’s Influence – Kurt Mortensen’s Persuasion IQ – Infomercials
Cialdini’s Influence: principles of influencing others: Reciprocity: people are more open to being influenced when they have received something from you (give and take) Social proof: people look for others like themselves to help them make a “buy” or “do” decision Liking: people are influenced by this they like Authority: people are also influenced by those whom they view as authorities Scarcity: and finally, people are influenced to do or buy when they feel the item or action is limited
Persuasion IQ: How’s Your’s? Surprisingly, at least for me, we tend to be persuaded more by those we find predictable than by those we trust. I suppose we could argue that the predictability increases our trust, but, yes, I can see that those we can rely on for consistent follow-through can certainly influence us. We’re also persuaded by those who are optimistic, are “like us” in some way, and who present their desired action or project with an element of emotion.
Not surprisingly, those who have a tendency to be introverted are better persuaders than extroverts. Introverts tend to listen more and better, enabling them
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