225. Unlocking Influence: Reciprocity, Authority, and the Psychology of Yes

Tara Landes, GenX, has been the secret weapon hundreds ofsmall businesses leaders have used as they solve operational challenges for over 25 years. She is a certified change management practitioner from The Prosci Institute and a licensed influence trainer from The Cialdini Institute.She is also the lead faculty member for the Bellrock management training programs, which are unique in both methods and results.   In this episode she brings her expertise in influencing others with grounded research and such enjoyable storytelling. She breaks down the psychology of influence using research-backed insights from Dr. Robert Cialdini, Daniel Kahneman, and Daniel Pink.   Note: When we talk about influence in this episode, we mean ethical influence—using psychology to guide decisions responsibly, not manipulate.   What You’ll Learn in This Episode: 0:00 Intro 1:06 Influence & Persuasion 2:28 Influencers 5:52 Robert Cialdini Book Overview 7:08 Reciprocity 12:15 Sales 14:23 Liking 17:04 Authority 19:37 GenZ Cynicism 20:40 Kahneman’s System 1 and System 2 24:30 Consistency 27:47 Scarcity Quotable Moments: *Influencers are using different aspects of the practice ofinfluence.” “The law of reciprocity states that if I give yousomething, you feel obligated to give me something back.” “There is power in making a concession.” “In my household if I have a way to make people say yes tome more often, my life is a little bit better….and their lives are a little bit better when get me to say yes.” “Before you do business with someone, build some rapport.” “When we’re teaching about influence, we’re teaching aboutusing it for good.” “Now is a difficult time for all sorts of things. It is hardto know who to trust. Our traditional go-to way of making decisions is really being upended.” “Most of what we do is on auto-pilot.” “Consistency is about having other people that you’reworking with agree to smaller things because they’ll agree to something larger to be consistent…we like to feel internally consistent.” “Scarcity is when people want something they’re afraidthey’ll miss getting.” “It takes a really long time to find friends, so find yourpeople and stay in touch.”   Three Episode Takeaways:   1.   Influence is broader and persuasion is narrower – Influence is what we do to nudge people along overtime. Persuasion is a subset of that where we’re actually getting someone to take an action. Influencers use social proof and authority when we are uncertain about what to do. 2.   The 7 common aspects of influence Dr. Cialdini found universal: reciprocity, liking, authority, consistency, scarcity, social proof and unity. Many times we don’t realize how we’re being influenced.  3.   41% of our day is spent selling what we’re trying to accomplish. We also like to do business with people we like so figure out what we have in-common to connect. Upcoming Event: Next cohort begins in May.Registration is now open. https://bellrock.ca/our-training/management-training/     Episode Resource:   Robert Cialdini’s Book: Influence https://amazon.com Daniel Khaneman  https://www.nobelprize.org/prizes/economic-sciences/2002/kahneman/biographical/   To Sell is Human, Daniel S. Pink https://amazon.com   Ep. 212 Understanding Ourselves Through Talk: A Conversation with Dr. Amanda Kenderes https://spotifycreators-web.app.link/e/dlIeLxU3uRb   Eps. 110 & 111 The Power of Regret: From Regrets to Resilience https://girltaketheleadpod.com/episode/111-more-about-daniel-pinks-the-power-of-regret-from-regrets-to-resilience   How to reach Tara: www.bellrock.ca https://www.linkedin.com/in/taralandes/   How to reach Yo:    Our website: www.girltaketheleadpod.com  You can send a message or voicemail there. We’d love to hear from you!   email: yo@yocanny.com   FB group: https://www.facebook.com/groups/272025931481748/?ref=share   IG: yocanny   YouTube   LinkedIn: https://www.linkedin.com/in/yocanny/