Robert Caldicini

Robert Caldici (Stanford breakfast talks)

1st principle of influence: reciprocation. I am obligated to give back to you the form of behavior that I first have given back to you. Context of obligation. We feel an obligation to give back what others have given back to us. Credit: wants to clear obligation. Exchange is the initiator that creates partnership, group work. I act first. Whom can I help first and genuinely advantage, and promote the business prospects of me and the organization. After doing the favour, I know if the situation was reversed, I know you would have done the same favour for me.

Rule 2: Start out with a large favour, then retreat to the favour that I am going to do. The rule of reciprocity in concessions. Concessions in negotiation. Genuinely high levels of request, ask the larger one first.

2nd principle of influence: principle of scarcity. People want more of what they cant have. Scarcity of commodities. When a product is being presented, you need to explain to people that someone can get something that they cant get anywhere else. Sometimes it’s a bundle of advantages that they cannot get unless they move in your direction. People are more motivated of the idea of losing something than gaining something. Emphasize on what they will stand to lose. Works for information and exclusive. Exclusivity of information: information that the beef was scarce was scarce. When you get a new piece of information, if it supports your argument. The newer the information it is, the better.

3rd authority. If expert says it, it must be true. Credible: knowledge and trustworthiness (if they don’t know, you have to tell them). Before they present their strongest arguments, they produce a weakness. However, OUR strongest points overcomes that weakness strongly.

4th principle: commitment and consistency. People likely to say yes to a request that has been said/done. Will you let us know when you want to cancel this reservation? Written commitment is the most...