2. Ways to Succeed in Office Politics
Six Scientifically Proven
SUMMARY
If your goals for the New Year include
becoming a more persuasive marketer
and team leader, we’ve got the tools
that can help.
3. Ways to Succeed in Office Politics
Six Scientifically Proven
Science Behind the
Principles
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"People’s ability to understand the
factors that affect their behavior is
surprisingly poor," Cialdini says.
Most people can’t explain why they
made a particular decision. But Cialdini
can. And being able to identify the
underlying factors that influence
decisions means he also understands
how to use them to get more positive
responses.
Be forewarned, though: The knowledge
you’re about to receive shouldn’t be
used to push shoddy goods or set unfair
prices. "When these tools are used
unethically as weapons of influence ...
any short-term gains will almost
invariably be followed by long-term
losses."
4. Ways to Succeed in Office Politics
Six Scientifically Proven
1 2 3
Principle #1: Principle #2: Social Principle #3:
Reciprocation Proof Commitment and
Reciprocation recognizes that When people are uncertain Consistency
people feel indebted to those about a course of action, they
People do not like to back out
who do something for them or tend to look to those around
of deals. We're more likely to
give them a gift. them to guide their decisions
do something after we've
and actions. They especially
agreed to it verbally or in
want to know what everyone
writing, Cialdini says. People
else is doing -- especially their
strive for consistency in their
peers.
commitments. They also prefer
to follow pre-existing attitudes,
values and actions.
