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One Thing I Have Learned About Business That I Did Not Know Before

6 Influence Tactics

In my Organizational Behavior and Leadership Class (BUAD-304)–a pre-requisite for all Marshall majors–we studied the role of power and influence in business. We learned specifically about Robert Cialdini’s Six Principles of Influence, used by members of groups and organizations as well as in written communications.

1. Reciprocity
People repay in kind. Give what you want to receive.

2. Commitment and Consistency
People align with their clear commitments. Be sure to make their commitments active, public, and voluntary. 

3. Social Proof
People follow the lead of others. Use peer power whenever it is available. 

4. Liking
People like those who like them. Uncover real similarities and offer genuine praise. 

5. Authority
People defer to experts. Expose your expertise; don’t assume it is self-evident. 

6. Scarcity
People want more of what they can have less of. Highlight unique benefits and exclusive information.


Learning about these various influence tactics was not only interesting but also useful in being able to recognize when these techniques are being used by an organization or even on me as an individual. Moreover, this knowledge has enhanced my own skills and ability to influence others in groups and organizations–a critical skill in today’s business world.


Posted on November 29, 2016 by Alisha


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