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Initiate reciprocation or exchange


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Influencing Others

with John Ullmen
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lynda.com's PMI® Program
This course qualifies for 1.25 PDUs towards maintaining PMI® certification. Learn More

Video: Initiate reciprocation or exchange

The eighth method is Initiate reciprocation. Ivan Misner, founder and CEO of BNI, the largest business networking organization in the world said this. The best way to get what you want is to help others get what they want. Reciprocation operates most strongly when favors have these qualities. One, they're personalized, clearly given for that particular individual. Two, they're meaningful. Worthwhile in some way, even symbolically, to the recipient. Three, they're unexpected.
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Watch the Online Video Course Influencing Others
1h 21m Appropriate for all Apr 21, 2014

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Ever had trouble persuading someone to do something, even if it was in their best interest? Sometimes people don't budge, but thankfully you have more than rewards and penalties at your disposal. Join John Ullmen, PhD, as he explains how to influence others when you're at the "pivot point of influence," by applying 18 scientifically confirmed methods. Whether you're influencing at work or at home, you'll learn what the best influencers do before they influence, and see how to choose the best steps for your situation, and have people want to be influenced by you.

This course qualifies for 1.25 Category A professional development units (PDUs) through lynda.com, PMI Registered Education Provider #4101.

Topics include:
  • Turning objections into actions
  • Adding more impact to your ideas
  • Establishing urgency
  • Using the influence advantage checklist
  • Influencing to inspire
  • And many more....

  • The PMI Registered Education Provider logo is a registered mark of the Project Management Institute, Inc.
Subject:
Business
Author:
John Ullmen

Initiate reciprocation or exchange

The eighth method is Initiate reciprocation. Ivan Misner, founder and CEO of BNI, the largest business networking organization in the world said this. The best way to get what you want is to help others get what they want. Reciprocation operates most strongly when favors have these qualities. One, they're personalized, clearly given for that particular individual. Two, they're meaningful. Worthwhile in some way, even symbolically, to the recipient. Three, they're unexpected.

They weren't solicited and no payback is required. A study explored the effect on tips for restaurant servers leaving mints for patrons at the end of a meal. When servers left one mint compared to no mints, tips increased by 3.3%. Two mints,14.4%. Now that's a big jump. But when that third factor of unexpected was accentuated, by giving the first mint, then turning away. And coming back to give the second mint, tips increased almost 10% more to 23%.

This highlights that favors don't have to be large, time consuming, or expensive. It's the structure of the favors that generates the impact. Follow these two steps. First find ways to offer value to the people you want to influence, even before you ask anything of them. And second, offer that value in ways that are personalized for them, meaningful to them and unexpected by them. Keep Misner's quote in mind, people tend to respond more favorably to others who help them. Go first, initiate reciprocation.

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