Influence and persuasion - part 2

In this lesson

1. 0:00 Liking principle and authority in influence
2. 1:14 Authority as earned credibility
3. 2:05 Scarcity and its persuasive power
4. 2:39 Persuasion defined and distinguished
5. 3:49 Becoming an effective influencer
6. 5:05 Leaning on connections and networks
7. 6:21 Ethical considerations in negotiation
8. 7:56 Ethics of influence and manipulation

About this lesson

You'll discover why authority must be earned rather than assumed, how to avoid undermining your credibility by trying too hard to be liked, and why integrity matters when negotiating or building support. Essential for anyone in a leadership or management role who needs to gain buy-in and drive change ethically. The session covers Cialdini's framework in depth, examining how liking can backfire if leaders prioritise popularity over credibility, why perceived authority carries more weight than formal position, and how scarcity creates urgency in decision-making. You'll also explore practical approaches: identifying influence opportunities, developing adaptability in your interpersonal style, establishing genuine relationships, and leveraging connections responsibly. The video emphasises that borrowing authority from senior leaders only works when those relationships are real and reliable—claiming false support damages trust and credibility. The final section addresses critical ethical considerations. Leaders face real temptations during negotiation: forcing their will, ignoring valid concerns, pushing unreasonable bargains, and making commitments they don't intend to keep. Similarly, influence and persuasion can cross into manipulation if used covertly to exploit weaknesses or exclusively for personal gain. The video reinforces that excessive or cynical influence attempts damage relationships and professional reputation, making integrity and objectivity non-negotiable principles aligned with the CIMA code of ethics.

Duration: 9m