Intrenion

Intrenion Doctrine

Influence (Robert B. Cialdini)

Table of Contents

• Audio Discussion
• Episode 1
  • Practice 1: Identify the influence trigger before deciding
  • Practice 2: Give value before asking for help
  • Practice 3: Build genuine rapport before making requests
  • Practice 4: Show that similar people already take the action
  • Practice 5: Establish credible expertise before giving advice
• Episode 2
  • Practice 6: Emphasize what may become unavailable
  • Practice 7: Secure a small commitment before requesting more
  • Practice 8: Emphasize a shared identity
  • Practice 9: Question immediate agreement

Audio Discussion

TBD…

Episode 1

Practice 1: Identify the influence trigger before deciding

Problem
People often respond automatically to influence cues.

Action
Pause and identify the influence method affecting your decision.

Outcome
You make more deliberate choices.

Chapter: Levers of Influence: (Power) Tools of the Trades

Practice 2: Give value before asking for help

Problem
People feel obligated to return what they receive.

Action
Provide a meaningful benefit before making a request.

Outcome
Others become more willing to cooperate.

Chapter: Reciprocation: The Old Give and Take

Practice 3: Build genuine rapport before making requests

Problem
People are more persuaded by those they like.

Action
Create a sincere personal connection before presenting your request.

Outcome
Others become more receptive to your message.

Chapter: Liking: The Friendly Thief

Practice 4: Show that similar people already take the action

Problem
People look to others for guidance when they are uncertain.

Action
Provide evidence that similar people have chosen the same action.

Outcome
The action appears more trustworthy.

Chapter: Social Proof: Truths Are Us

Practice 5: Establish credible expertise before giving advice

Problem
People trust recommendations from knowledgeable sources.

Action
Demonstrate relevant expertise before making recommendations.

Outcome
Your guidance gains credibility.

Chapter: Authority: Directed Deference

Episode 2

Practice 6: Emphasize what may become unavailable

Problem
People value opportunities more when they are limited.

Action
Clearly explain what could be lost if action is delayed.

Outcome
The opportunity becomes more compelling.

Chapter: Scarcity: The Rule of the Few

Practice 7: Secure a small commitment before requesting more

Problem
People want their future actions to match their past commitments.

Action
Ask for a small, voluntary commitment before seeking a larger one.

Outcome
Follow-through becomes more likely.

Chapter: Commitment and Consistency: Hobgoblins of the Mind

Practice 8: Emphasize a shared identity

Problem
People are more supportive of those they see as part of their group.

Action
Highlight a meaningful identity that you share with others.

Outcome
Trust and cooperation increase.

Chapter: Unity: The “We” Is the Shared Me

Practice 9: Question immediate agreement

Problem
People often agree before fully evaluating a request.

Action
Examine the reason for your agreement before responding.

Outcome
You become less vulnerable to unwanted influence.

Chapter: Instant Influence: Primitive Consent for an Automatic Age