Impact Of The Six Persuasions On The 21st Century Global Economy And Business Relationships

2152 Words9 Pages
1. Introduction According to Robert Beno Cialdini there are six basic fundamental psychological principles which affects our behaviour and help others to have influence on us. They are also known as the six weapons of influence: reciprocity, commitment and consistency, social proof, authority, liking, scarcity. This research is going to focus on the impact of the six persuasions on the 21st century global economy and business relationships. Examples from business will be used to support the views. Good reputation is company’s most precious asset, in order to keep the good name there should be a specific organizational structure depending on its goals. Every organization has a leader and his job is to monitor the employees. “Power and influence make up the fine texture of organizations, and indeed of all interactions. Influence is the process whereby A modifies the attitudes or behaviour of B. Power is that which enables him to do it.” (Handy C. B., Understanding Organizations, 4th ed.1993, pages 118-119), which is Ciadini’s fourth principle - authority. In business very often scarcity is used by the authority to perceive people to do what they want by setting deadlines for example. It is known that when an individual has to finish its work by a particular date it is more productive and concentrated. On the other hand very often employers are using pep talk to motivate their employees in order to increase their commitment and consistency in achieving their goal. By using

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