It is often said that a spider has eight legs, a number that coincidentally matches the eight primary tactics employed to influence others. However, what is often overlooked is the fact that there are eight notes in a musical scale. Despite this knowledge, individuals tend to persist with a small set of ineffective methodologies when attempting to exert influence, resulting in disappointingly similar results. When these strategies fail, it is common for blame to be attributed to external factors such as a difficult individual or unsuitable circumstances, rather than re-evaluating the approach to influence.

To engender a positive outcome, it is imperative to comprehend the primary principle of influencing others. A fine example of this principle can be illustrated by considering a scenario where a person is dining at a restaurant. There are numerous diners in attendance, each with their unique motivation for choosing to dine at that same restaurant. Whether for business, romance, celebration or vacation, each person has made an independent decision for an individual reason. This clarity highlights the most important principle: people make decisions based on their reasons and not those of others.

When seeking to influence someone, it is crucial to understand their underlying motivation so that persuasive strategies may be employed that are appropriate for them. The adoption of such an approach would be more efficacious than persuasion methods that are suited to a particular individual. It is with this understanding in mind that the nine primary tactics for influencing others can be applied with greater success. Mastery of these tactics can have significant implications for educational, occupational or personal endeavors. Hence, it is vital to appreciate the power of influence and its potential to transform negative outcomes into positive results.

Reasoning

The approach known as reasoning involves the use of facts, logic, and argumentation to build a compelling case. By presenting relevant information and constructing a coherent argument, this tactic is a critical tool for influencing others. However, weak reasoning, which involves presenting unsupported opinions as fact, is an ineffective method of persuasion.

Conversely, the inspiring tactic appeals to emotions and seeks to create a vision of what could be possible with persuasion. This approach is especially useful when a person’s rational argument is weak or unclear, and they require a high level of emotional commitment from the listener. While less commonly used in the workplace, inspiring tactics can be a powerful tool to persuade and excite others. Children, advertising, and social trends often employ this tactic to great effect.

Inspiring

The inspiring tactic is a persuasive approach that appeals to emotions rather than reason. It suggests what could be possible, if the other person were convinced, and aims to touch our hearts by appealing to our values and identity. The use of inspiring tactics is evident in famous political speeches, such as Martin Luther King Jr.’s “I Have a Dream” and Shakespeare’s “Once more unto the breach, dear friends” speech given by Henry V. This approach is especially useful when rational arguments are weak or unclear, and a high level

of emotional commitment is desired. It demands conviction, energy, and passion while delivering inspiration to be effective. While the inspiring tactic is not commonly used in daily life or the workplace, it is a powerful way to persuade and excite.

Asking Questions

The technique of asking questions is a powerful tool for encouraging individuals to arrive at their own conclusions. By posing thought-provoking questions, it is possible to help others uncover new perspectives or solutions. For instance, consider the example of a person approached by a clipboard-toting individual at an airport. Through a series of five questions, the individual is led to switch to a new credit card, something they hadn’t done in over a decade. This technique is particularly useful in situations where it is important for the other person to feel ownership or responsibility for the outcome. It can also be advantageous when seeking to persuade those in positions of power, such as bosses or clients. However, it is important to note that this technique must be used cautiously since its effectiveness is unpredictable. If questions are too broad, they may lead the conversation off topic, while overly-targeted questions may be viewed as manipulative, resulting in disengagement. Nonetheless, while many other persuasion tactics lose effectiveness with overuse, asking thought-provoking questions remain effective even after repeated use.

Cozying Up

The Cozying Up technique is a commonly used tactic for influencing others by creating a positive connection with them. When an individual feels positive towards another, they are more likely to agree with them. This technique is particularly effective when attempting to influence people with less or equal power as they tend to value the opinions of those they regard positively.

To illustrate, an example of the Cozying Up technique would entail praising an individual for their achievements before presenting an opportunity for collaboration. The conversation might begin with statements such as, “Hi Sandra, congratulations on the great job you did on the Johnson case. I have a challenging case coming up in October and would love to work with a top-level team. Would you be interested?”

It is important to note that while this technique can be successful, using it overtly can lead to a negative response from the individual. Thus, individuals should be mindful of their approach and give the individual time to process the positive attention before making a request. It is also important to be aware of the power dynamic in a situation to avoid appearing disingenuous.

Overall, the Cozying Up technique can be a powerful tool in influencing others, but caution and thoughtfulness should always be exercised.

Deal Making/Negotiation

Negotiation, also known as deal making, involves offering or exchanging something with another person in exchange for their agreement. The exchange may be explicit or not.

For instance, a person promised to walk a friend’s dog while on vacation but was offered last-minute Beyoncé tickets that evening. Thus, the person offered to buy dinner for the friend in exchange for watching the dog while they attended the concert.

Negotiating can be advantageous in increasing the likelihood of favor, and the willingness to give something away. It is a useful tool when making connections, arranging agreements, or making deals. As this strategy relies on a desire for fairness, it may not work with all people,

particularly those who lack a sense of indebtedness or remorse. It is essential to be upfront about the terms of the arrangement.

Favor Asking

Requesting a favor involves asking for something without offering anything in return. For instance, when a guest speaker pulls out of an event you have organized, you may need to request someone else to step in and give a speech. In this case, your appeal would be, “I would greatly appreciate it if you would deliver a speech to my audience.”

This approach is most effective when asking someone who has a vested interest in maintaining a good relationship with you. Consequently, using this method infrequently creates a more powerful impact.

Your request for a favor may create an obligation for the person who fulfills it. If you feel indebted to them, ensure that you ‘repay’ the favor; otherwise, don’t expect to receive such a supportive response next time.

Using Silent Allies

Using the strategy of silent allies is a powerful way to persuade others to take a desired action. This approach entails invoking individuals, who are often similar to the person you are trying to influence, to make your case. Examples of this approach can be seen in advertising campaigns, workplace discussions, and social situations, where individuals testify to a beneficial outcome. The most successful application of this approach occurs when you reference individuals who the target audience naturally associates with, such as professionals in their industry or individuals who share similar interests or beliefs.

In particular, using the silent allies approach can be highly effective in persuading teenagers to take action, by showcasing how their peers, especially those considered “cool,” are already participating in a particular behavior. This approach can also be used in business by leveraging best practice models or a list of past clients to demonstrate the efficacy of a particular strategy. For those individuals who are deeply concerned about risk or have a strong desire to fit in, silent allies can serve as a winning tactic.

It is important to note that some individuals may actively resist this strategy by favoring a contrary position or seeking to disrupt the status quo. For example, entrepreneurs may not be dissuaded from pursuing a new idea simply because no one has done so before, seeing it instead as a potential benefit.

Invoking Authority

The Invoking Authority tactic is a means of persuasion that is used to appeal to a rule or principle, typically from a position of power. Whether the authority invoked is formal or implicit, it must be recognized by the individual being influenced. An example of this approach is the statement “It’s our policy not to refund cash”, which invokes a pre-established rule or principle.

Other examples of invoking authority include the explicit establishment of rules, such as

“I won’t work for you unless we sign a contract,” and the creation of boundaries based on personal principles, such as “I won’t take business calls during my family’s dinner time.”

While invoking authority can be a quick and straightforward tactic, it is more likely to result in compliance rather than commitment. As such, it is best used as a last resort rather than an opening gambit. However, authority can positively impact someone who abides by similar rules or principles.

It is crucial to note that if this tactic is unsuccessful, there are limited options remaining (mainly the forcing tactic). Additionally, using this approach has the potential to damage a relationship, especially if the person being influenced disagrees with the invoked rules or principles. Therefore, it is essential to exercise caution when utilizing this tactic. Invoking authority can be likened to drawing a line in the sand, and the tactic may produce the opposite effect of what was intended, such as seen in Dirty Harry’s character or Julia Roberts’ character in Erin Brockovich.