Influence and how it works

1. Interesting stuff on influence

2. Look at the person on your left

3. Would you give a 1.5v shock to this person on your left?

4. You might, depending on the vested interest 

5. But, would you give a 440 v shock to this person on your left?

6. MILGRAM EXPERIMENT

7. Why did 9 out of 12 people give the lethal shock?

8. Authority

9. When reacting to authority in an automatic fashion, there is a tendency to do so in response to the mere symbols of authority rather than to its substance

10. INFLUENCE I am here to talk to you about

11. Acknowledgement

12. “ Mastery of others is strength; mastery of yourself is true power,” Lao-tzu

13. Before you Influence others… Look inside

14. When a tiger is chasing you …. You act on instinct Rather than calculate your odds of survival on a notepad

15. YOU REACT RATHER THAN REFLECT

17. EVOLUTION REWARDED REACTIVE BEHAVIOUR

18. Do you remember the first time you drove?

20. We built fixed action patterns or mental short cuts to react automatically to situations rather than waste time thinking

21. INFLUENCE Is the study & use of these mental short cuts

22. Let me show you Rather than tell you

23. Jumbled words

24. CHANGE RAISING

25. Why does this work?

26. For the same reason this does… Reciprocation

27. The impressive aspect of reciprocation with its accompanying sense of obligation is its pervasiveness in human culture

28. It’s not always equal

29. What is the cost of the cheapest burger at Mc Donald’s?

30. STREET DICE

31. After This This seems like a small request

32. It is easier to resist at the beginning than at the end. LEONARDO DA VINCI

33. Psychologists have long recognized a desire in most people to be and look consistent within their words, beliefs, attitudes, and deeds.

34. Social Proof

35. In May 2001, reports began to circulate in the Indian capital New Delhi of a strange monkey -like creature that was appearing at night and attacking people.

36. The entire incident has been described as an example of mass hysteria.

37. We examine the reactions of other people to resolve our uncertainty

38. When the music stops, in terms of liquidity, things will be complicated. But as long as the music is playing, you’ve got to get up and dance. We’re still dancing. (Charles Prince, July 9, 2007)

39. JONESTOWN

40. The main work of a trial attorney is to make a jury like his client. CLARENCE DARROW

42. Association & Liking

43. How many women drive dressed like this?

44. Scarcity

45. We believe that the things that are difficult to get are typically better than those that are easy to get

46. The tendency to want what has been banned,