Mastering Influence - KickassPM
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Transcript of Mastering Influence - KickassPM
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INFLUENCE! Defend yourself!
January 19, 2016
Shahin Murray
Contact Information IDEAN Shahin Murray Senior Project Manager
[email protected] @ShahinMurray #Idean #Influence #KickassPM
Objective To create innovative, awesome, happy, agile, lean, and productive teams.
Idean global studios & partners
Idean studios
Partners
FINLAND
USA
COPYRIGHT © 2016
AGENDA
1. Overview 2. Liking 3. Reciprocation 4. Social Proof 5. Consistency and commitment 6. Identity 7. The contrast principle
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INFORMATION OVERLOADED
CLICKWHIRR
#KICKASSPM #IDEAN
1. THE PEOPLE WE LIKE
#KICKASSPM #IDEAN
COPYRIGHT © 2016
LIKING
1. We like people similar to us; we like people we want to be like. • Opinions, personality traits, background, life-style, and dress
2. Physical Attractiveness & Halo Effect • Automatically assigned traits: talent, kindness, honesty, and intelligence • Grooming > Job qualifications • Cute kids seen as less naughty and more intelligent
3. Compliments: we tend as a rule to believe praise and to like those who provide it, oftentimes when it is clearly false!
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Joe
#KICKASSPM #IDEAN
How much do you like Joe?
(least) 1 2 3 4 5 (most)
#KICKASSPM #IDEAN
#KICKASSPM #IDEAN
DEFENSEListen to your heart.
Trust your gut.
#KICKASSPM #IDEAN
2. RECIPROCATION
Obligation to return favors
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• All human societies subscribe to the rule • It permeates exchanges of every kind • Supports sophisticated and coordinated systems of aid, gift giving,
defense, and trade
#KICKASSPM #IDEAN
THE RULE IS OVERPOWERING: • Possess awesome strength often producing a “yes” response to a
request that, except for an existing feeling of indebtedness, would have surely been refused.
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Joe
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• THE RULE ENFORCES UNINVITED DEBTS
• THE RULE CAN TRIGGER UNFAIR EXCHANGES
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DEFENSEAccept gifts as gifts, until recognized as tools of compliance.
At that point, relabel them.
#KICKASSPM #IDEAN
3. SOCIAL PROOF
Looking to others to guide our behaviors
• 95% of people are followers vs. 5% leaders • Only takes 6% of a population to sway the crowd • Works best with large amounts of uncertainty
SOCIAL PROOF
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DEFENSEPick up your head, look around, and make your own decision.
#KICKASSPM #IDEAN
4. CONSISTENCYThe desire to be consistent with our decisions.
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COPYRIGHT © 2016
Inconsistent• Indecisive • Confused • Two-faced • Mentally ill
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Consistent• Personal and intellectual strength • Logic • Rationality • Stability • Honesty
5. COMMITMENT• Nodding your head
• Speaking
• Writing
• Volunteering
• Public Oath
#KICKASSPM #IDEAN
KEEP CALIFORNIA BEAUTIFUL!
SIGN HERE
DRIVE CAREFULLY
17% COMPLIANCE RATE DRIVE
CAREFULLY vs. 76% COMPLIANCE RATE
(who signed the petition)
6. IDENTITY
#KICKASSPM #IDEAN
When you experience two similar things in succession, your perception of the second is influenced by the first.
7. The Contrast Principle
#KICKASSPM #IDEAN
REJECTION, THEN RETREAT
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REJECTION, THEN RETREAT
CONTRAST & RECIPROCITY
#KICKASSPM #IDEAN
DEFENSERecognize the patterns.
Trust your gut.
#KICKASSPM #IDEAN
BELIEFS IDENTITY & SELF IMAGE
COMMITMENT & CONSISTENCY OWNERSHIP
RECIPROCATION LIKABILITY
SOCIAL AUTHORITY
RECIPROCATION LIKABILITY
External pressures generate short term compliance.
Internal pressures can create long term commitment.
#KICKASSPM #IDEAN
Q & A
#KICKASSPM #IDEAN
Life is too shortFOR CRAPPY UX
