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Using Robert Cialdinis 6 principles of Persuasion as an LnD professional

I often speak about L&D professionals becoming part of the business, getting nosey and aligning ourselves with the goals of the organisation. Sometimes though, it’s hard to do. There are barriers, sometimes from the very stakeholders you need to get on board. If only they would! Life would be easier. You would get the support, encouragement and resources you need, when you need them.

So practically, how do you get them on board? A while back, I looked at Robert Cialdini’s 6 Principles of persuasion and thought it might be useful to apply them specifically to our profession and getting stakeholders on board:

  1. Reciprocity–“I do something for you, you do something for me”

So, a stakeholder approaches you to deliver something for their team and being a ‘people’ person, you agree, after making sure that they are clear on performance outcomes of course! Consider this, before you agree, tell them about that other stakeholder you struggle with, the one who is always putting your team down. Ask if they could put in a good word for you, if you deliver on what they want (they can use principle number 6 to influence that stakeholder).

  1. Scarcity– “Not much of this” or a limited time offer

Agree to deliver something, but within a specific timescale to fit in with other commitments. Ask them to get back to you by a certain date otherwise you will be busy ……do not make it up but share what your busy schedule looks like and that you have to prioritise.

  1. Authority– “We are qualified to do this”

In a social space for your organisation, do a “Spotlight on Katie” (other names can of course be used), where you describe the achievements and qualifications of your individual L&D team members. Change this once per week/month. Have posters with their qualifications and achievements in the training rooms

  1. CommitmentHaving agreed to this, can you agree to that?”

If there is something you would like a stakeholder to agree to, then first of all get them to agree to something small before you go for the big ask.

  1. Liking –“I will do it just for you”

Build relationships and rapport with your stakeholders and do it in a genuine way. Be interested, curious and approachable. People will help people they like!

  1. Social proof –“Others have done this”

Maybe you are trying to get your stakeholders to try new things and new ways of working but are meeting with some resistance. Find a stakeholder who is a willing guinea-pig and then use the story of how you helped them to adopt those new ways and how it benefitted them to win over others.

If you would like know more about getting closer to your stakeholders and being able to deliver learning with demonstrable value then you can order Krys's book: "How Not To Waste our Money On Training"

 

E-mail me when people leave their comments –

Krystyna Gadd FLPI Assoc CIPD is Author of "How Not To Waste Your Money On Training" and Founder of How to Accelerate Learning

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Comments

  • Thanks for posting Krystyna, always love tips on persuasion!

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