Record: 1

Title: The Uses (and Abuses) of Influence.

Authors: Cliffe, Sarah (AUTHOR)
Source: Harvard Business Review. Jul/Aug2013, Vol. 91 Issue 7/8, p76-81. 6p. 1
Color Photograph.
Document Type: Interview
Subject Terms: *LEADERSHIP
*EXECUTIVE ability (Management)
INFLUENCE
PERSUASION (Psychology)
People: CIALDINI, Robert
Abstract: The ability to persuade others to contribute to your efforts is a key skill
for managers, for team members-for anyone who wants to elevate the
probability of success. Research by leading social scientist Robert
Cialdini has found that persuasion works by appealing to certain deeply
rooted human responses: liking, reciprocity, social proof, commitment
and consistency, authority, and scarcity. In this edited interview with
HBR's executive editor, Cialdini expands on the six principles of
persuasion and how leaders can make effective, authentic use of them
in everyday business situations. He also previews findings from new
research on the ethics of influence and how dishonesty affects
individuals and the organization. INSET: The Six Principles of
Persuasion. [ABSTRACT FROM AUTHOR]
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Full Text Word Count: 2907
ISSN: 0017-8012
Accession Number: 88350617
Database: Business Source Alumni Edition