I spent all day last Thursday in a seminar put on by Influence at Work entitled Leading Healthcare using the Science of Influence. The instructor was Dr. Gregory Neidert. The class focused on six principles: reciprocity; liking; consensus; authority; consistency and scarcity. Emphasizing that every influence situation has at least one of these principles waiting to be used, the class was designed to help identify which ones are available and how they might be used. One way to think about it is as a toolkit designed to provide selection of tools for specific circumstances.
We were also provided with a text book titled Influence: Science and Practice that I may eventually read.
It was a long 9 hour day, but interesting and I think I will be able to put some of the information into practice.