Six Principles of Compliance 0 Reciprocity 0 \"Gifts\" 0 Concessions - Door in face technique 0 Consistency (avoiding dissonance) 0 Foot in door technique 0 Make opponents' arguments work against them Six Principles of Compliance 0 Reciprocity 0 \"Gifts\" 0 Concessions - Door in face technique 0 Consistency (avoiding dissonance) 0 Foot in door technique 0 Make opponents' arguments work against them 0 Social Proof Six Principles of Compliance 0 Liking o Ingratiation (e.g., flattery, humility) o Attractiveness / grooming o Similarity 0 Contact, familiarity, interdependence 0 Positive association / negative association w/ opposition 0 Authority o Scarcity Building Influence in Groups Procedural tactics - Plan process before - Outline process early - Distribute agenda - Define problem early - Select voting process - Use breaks 0 Interpersonal tactics Remain calm, seem impartial Emph superordinate goals, others' interests Nurture and empower allies Ask questions rather than assert positions help opponents discover your insights Give opponents enough rope to hang themselves Don't respond when opponent makes good points \fBuilding Commitment 0 Involvement o Engage through excitement, purpose 0 Give them a voice, role, input Good Leaders Understand The paradox of power How to objectively and constructively use their influence When to influence and when to be influenced by others