Session 5 - #554 Innovative Leader Volume 11, Number 6 June...

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#554 Innovative Leader Volume 11, Number 6 June 2002 How to Persuade and Influence People by Wolf J. Rinke, Ph.D., CSP Dr. Rinke ( ) is a motivational and management keynote speaker, seminar leader, management consultant, executive coach. He sells the NEW Make It a Winning Life perpetual calendar, available in bookstores or by calling (800) 828-9653. He has authored 12 books, including Winning Management: 6 Fail-Safe Strategies for Building High-Performance Organizations (Achievement Publishers, Clarksville, MD, 1997). Getting other people to do what you want them to do is an art and a science that you must master if you want to succeed in this era of rapid change, teaming, decentralized controls and doing more with less. And it does not really matter if you are a manager, sales professional or home executive. Just stop and think for a moment how much of your time is spent attempting to get your children to do what you want them to do. How about your spouse, boss, team member or colleague? In this article I will provide you with five powerful principles—I call them laws—because according to an article in the October 2001 issue of the Harvard Business Review by Robert Cialdini, Professor of Psychology at Arizona State University, they are based on "deeply rooted human drives and needs…" which have been substantiated in over five decades of scientific investigations. And most importantly—based on my own consulting and coaching experiences—they work. The Law of Liking: People like people who like them. People who are liked generate affection and good feeling. And people who feel good about themselves are more likely to comply with your wishes. The epitome of the Law of Liking is our 26-year-old daughter Nicole, who has this innate charisma, personal magnetism, or whatever you want to call it, that gets people to like her—even fall in love with her— after just a short time. For example, when we picked Nicole up from the airport the other day, she was saying farewell to another passenger as if it was one of her life-long friends. In fact, Nicole had spent less than two hours sitting next to someone she had never met before. As a result Nicole has the largest most powerful network of any person I have ever met. And that network is always eager to help Nicole in any way they can. You can achieve the same results by mastering two powerful strategies that will cause people to like you. Strategy #1: Become an active listener so that you can discover what you like about another person. The reality is that all people are a composite of strengths and weaknesses and it really does not take any more energy to find the good in people than the bad. To make this work, use your mental energy to focus on the good stuff in the other person and then let him or her know about it. Maybe she dresses well, is efficient or extremely punctual. It's important to be genuine and sincere. For example telling someone he looks great when he does not, may backfire. Most people have an internal "crap
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This note was uploaded on 03/24/2012 for the course COMA 4319 taught by Professor Kriskittle during the Spring '12 term at Dallas Baptist.

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Session 5 - #554 Innovative Leader Volume 11, Number 6 June...

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