Influence and Persuasion for Human Resource Leaders - Follow-up Resources
Below are references to most of the research and concepts I mentioned in the training session.
Please let me know if there's anything I can assist with (contact information below).
Bureaucracy
Summary of bureaucracy, capturing Max Weber’s characteristics of this method of organizing workers, managers, and the work itself: https://www.britannica.com/topic/bureaucracy
Communication
Working Conversations Podcast (https://janelanderson.com/podcastย or wherever you get podcasts)
Specific episodes related to the training session:
- Episode 5: Debunking the Myth that 93% of Communication is Nonverbal
- Episode 8: 7 Steps to Have Difficult Conversations Remotely
- Episode 15: Managing Up โ At a Distance
- Episode 43: 5 High Performance Communication Habits for Remote Workers
- Episode 57: Three Powerful Ways to Influence
- Episode 83: Be a Better Listener 2.0
- Episode 115: How to Say No
- Episode 117: Full-Time Job AND Full-Time Caregiving?
Anderson, Janel. (2018). Head On: How to Approach Difficult Conversations Directly. Gale House Press.ย Download a sample chapter here: https://www.janelanderson.com/site/headon
Halvorson, Heidi Grant. (2015). No One Understands You and What to Do About It. Harvard Business Review Press.
Robert Cialdini's work on Influence
Six topics we covered in class:
Reciprocity – We are obliged to give back what we have received first.
Consistency – Look for and ask for commitment that can be made easily and is consistent with past commitments.
Scarcity – People want more of what there is less of and people want more when they see benefits and uniqueness.
Authority - People follow the lead of credible, knowledgeable experts.
Liking / Affinity – People prefer to say yes to those they affinity toward (based on similarities, compliments, and cooperation on things that are important).
Social Proof – People base their actions and behaviors on those of others, especially when they are uncertain.
Additional Resources:
Cialdini, Robert. (2006). Influence: The Psychology of Persuasion. Harper Business Press. Harper Business Press.
Cialdini, Robert. (2021). Influence, New and Expanded: The Psychology of Persuasion. Harper Business Press.
Cialdini, Robert. (2012). How to Influence Others | Big Think https://www.youtube.com/watch?v=cILPoUtuDbQ
