Beyond Rationality and Authority: Influencing tricks that Work

The quest for techniques that enable one to influence others to do what one wants (especially when there is no formal authority or unquestionable rationale backing the expectations) is near universal.
Several researchers from behavioral sciences, experienced management professionals and successful executives have discovered or realized few tricks that seem to work. These tricks have proven effective in different contexts: increasing sales, garnering support for social cause, or driving transformation agenda within an enterprise. 

Let us consider the most common five tricks:

1. Anything Limited has unlimited appeal : Limited editions/designs, trial period, discount window etc. accelerate decision making and often to desired outcome. The potential loss of perceived missed opportunity seems to enhance appeal. Fear of Loss provokes action more often then scope of potential gain. Deadline tactics restricts procrastination game– another natural tendency with most of us. Make it scarce, it will be perceived valuable.
2. Associate inferior comparative to get chosen : The easiest way to look slim, without dieting, is to select a fatter friend. It is all about being relatively better. On a school 25 th year reunion, if you choose the silent character near the bar than the one in the centre of the room tasting wine to all, that will make you feel good about your accomplishments and go home feeling good about life spent so far. So to sell something that has no off-take, it may be worthwhile to consider introducing an inferior option than a better one - experiments seems to suggest so!
3. Unleash the irresistible allurement of FREE : Zero cost upsets all calculations and comparisons and fail all economic rationale decision making. We seem comfortable to pick-up trash if it is for free (recall pencils and pads you brought along from last conference you attended) but will do sufficient due diligence if it costs even one cent or may choose a costlier option, even if we have to pay extra. We can accept any quality of tea as long as it is free, but will walk to nearest Coffee Shop if canteen charges even Rs 2 for it. There is no downside associated with something that is for free and so there are not much performance expectations either. But loosening purse strings comes with lot more due diligence, no matter how meager is the amount.
4. Leverage power of passion, commitment and guilt if you can not pay enough: We live in two worlds simultaneously- one run by market rules and another driven by social norms. Position the request in right world to get compliance. When attending party thrown by too affluent, gifting bouquet is safe, for flowers are priceless and best wishes are too valuable! Provoke emotions of being responsible citizens that care for the city, to get lakes cleaned up through voluntary kar seva, if you can not afford to pay everyone sufficient for their labor. Ask doctors for free service to the poor but not discount on their consultation charges - off-course they will like to pay back to society that has given them so much.
5. It is all about “give to get” : Treat reciprocation as given, for the receiving parties can not sit idle till it has returned the favour you have done to them- even in cases where the favour was thrusted on them in unsolicited manner. We have all seen sudden endorsement on social website for us from someone we barely know, and beware this comes with hidden expectation for reciprocation. Worst is the exchange of concessions; if you seek concession for being late to the meeting, rest assure other party would expect you to gloss over their minor mistakes related to quality aberrations.

Now that these tricks have been pointed out, I am sure on reflection, you may be able to appreciate their wide spread application in our daily personnel and professional lives. You may also be using some of them, may be intuitively then in a designed fashion!

Share interesting instances, where you have seen these tricks being applied, and what are the effective counter-strategies. I will also be happy to hear from you any other tricks that you realize work well in enhancing compliance power,

Lets Reflect!

( Readers serious about enhancing their influencing power are suggested to read: Influence- The Psychology of Persuasion by Dr Robert B Cialdini )