Module 8 · Influence & reach

Influence & persuasion

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Carnegie, Cialdini and negotiation — influence that respects people.

By the end of this module

You will understand why people say yes, use that honestly, and negotiate toward outcomes both sides can live with.

Carnegie’s human skills

• Genuine interest, and remembering people — People can tell real interest from technique — and they remember who remembered them. (6 min · Beginner)
• Making people feel heard — Listening that the other person can feel is most of what influence is. (6 min · Beginner)
• Appreciation, and avoiding unnecessary criticism — Carnegie’s core advice, read carefully — and where it goes wrong. (7 min · Practising)

How persuasion works

• Why people say yes — Cialdini’s persuasion principles: shortcuts every mind uses. (7 min · Practising)
• Reciprocity and commitment — We return favours and stay consistent with what we said — useful, and easy to exploit. (7 min · Practising)
• Social proof and authority — We look to others and to experts when unsure. When that helps, and when it misleads. (7 min · Practising)
• Scarcity, liking and unity — Rare things feel valuable; we say yes to people we like and feel part of. (7 min · Practising)
• Persuading honestly — The line between persuasion and manipulation: truth, choice and the other person’s interest. (7 min · Deeper)

Negotiation

• Interests, not positions — What people ask for is rarely all of what they need — look for outcomes useful to both. (7 min · Practising)
• Preparing to negotiate — Know your alternatives, their likely interests, and the questions you will ask. (7 min · Practising)
• Handling disagreement at the table — Calm, curious and specific — including what Chris Voss’s methods add. (8 min · Deeper)