This document discusses influence and provides strategies for influencing others effectively. It defines influence as persuading someone to take action, change beliefs, or see a new perspective. It also discusses credibility, teaching, modeling behavior, and leadership without a formal title as ways to influence others. Finally, it outlines six principles of ethical influence according to Cialdini: reciprocity, scarcity, authority, consistency, liking, and consensus. The document encourages exercising these principles and provides resources for further reading.
2. Moments of Influence ‹#› Portigal
Click to edit Master title style
Unpacking Influence
3. Moments of Influence ‹#› Portigal
Click to edit Master title styleInfluence > persuasion
4. Moments of Influence ‹#› Portigal
Click to edit Master title styleInfluencing another to take action
5. Moments of Influence ‹#› Portigal
Click to edit Master title styleInfluencing another to let you take action
6. Moments of Influence ‹#› Portigal
Click to edit Master title styleInfluencing someone to change their beliefs
reciprocity-failure.blogspot.com
7. Moments of Influence ‹#› Portigal
Click to edit Master title styleShow someone a new way of looking at it
@RobbFraley
8. Moments of Influence ‹#› Portigal
Click to edit Master title style
Musing on Influence
9. Moments of Influence ‹#› Portigal
Click to edit Master title styleCredibility/Thought Leadership
10. Moments of Influence ‹#› Portigal
Click to edit Master title styleTeaching as influencing
11. Moments of Influence ‹#› Portigal
Click to edit Master title styleModeling Behavior
12. Moments of Influence ‹#› Portigal
Click to edit Master title styleLeadership without title
13. Moments of Influence ‹#› Portigal
Click to edit Master title styleBeing open to being influenced by others
14. Moments of Influence ‹#› Portigal
Click to edit Master title style
Getting practical
15. Moments of Influence ‹#› Portigal
Click to edit Master title styleCialdini’s Principles of Ethical Influence
Reciprocity
Scarcity
Authority
Consistency
Liking
Consensus/Social Proof
16. Moments of Influence ‹#› Portigal
Click to edit Master title styleReciprocity
We want to return favors
17. Moments of Influence ‹#› Portigal
Click to edit Master title styleScarcity
An offer is more appealing if there
are limited quantities
18. Moments of Influence ‹#› Portigal
Click to edit Master title styleAuthority
We are influenced by symbols of
authority and authority figures
19. Moments of Influence ‹#› Portigal
Click to edit Master title styleConsistency
If we’ve committed to something,
we will follow through
20. Moments of Influence ‹#› Portigal
Click to edit Master title styleLiking
We are influenced by people whom
we like
21. Moments of Influence ‹#› Portigal
Click to edit Master title styleConsensus/Social Proof
If everyone does it, then we’ll do it
22. Moments of Influence ‹#› Portigal
Click to edit Master title style
Resources, presentations and to purchase
http://rosenfeldmedia.com/books/interviewing-users/
I’m asking you to check out this stuff
Interviews with in-house user research leaders
http://www.portigal.com/series/DollarsDoDonuts/
23. Moments of Influence ‹#› Portigal
Click to edit Master title styleExercise: Planning for Influence
• Work in groups of 3-4
• Get a scenario card
• Discuss how you would handle the situation
• Write down a few key steps
• Let’s share
24. Moments of Influence ‹#› Portigal
Click to edit Master title style
Portigal Consulting
www.portigal.com
@steveportigal
steve@portigal.com
Thank you!