# Spot the principle: influence or manipulation? — Couchinfo

> Recognize the principles of influence in business situations and tell honest influence from manipulation. 25 minutes, tables of 3–4. Flow, debrief questions and tips

Source: https://couchinfo.com/en/exercises/spot-the-principle/

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Exercise · Negotiation and Influence for Managers

## Spot the Principle

Recognize the principles of influence in business situations and tell honest influence from manipulation.

Time **25 minutes**

Participants **Tables of 3–4**

Materials **8 cards with business situations**

From the training **Negotiation and Influence for Managers**

### Why this exercise

The principles of influence — reciprocity, commitment, social proof, authority, liking, scarcity and unity — were described by Robert Cialdini. They work on their own; the question is how they are used. Participants analyze real-life situations: a free audit from a supplier, "only two places left at this price", mutual acquaintances right before a request to sign today. A simple test helps draw the line: would I be comfortable if the other person knew exactly what I was doing and why?

### How to run it

1. Give each table 2 cards.
2. 8 minutes: which principle is being used? Is it honest or not — and why? How would you respond if it were used on you?
3. 12 minutes: tables present their cards, the trainer adds to them.
4. 5 minutes: everyone writes down which principle they will use honestly in their own negotiations.

### Debrief questions

- Where is the line between influence and manipulation?
- Which principle works on you most often?
- How can you notice that a principle has kicked in and check your decision?

 **Tips for the facilitator**

- If someone says "you can't do sales without this", offer the test: would you sell the same way if the client could see the whole picture?
- Discuss situations, not participants' colleagues or companies.

This exercise is part of a training kit

#### [Negotiation and Influence for Managers](https://couchinfo.com/en/training/negotiation-and-influence-for-managers/)

2 days · 13 hours · 16 exercises · trainer guide with what to say, slide deck, workbook, cards and tests.

 [The kit from $229](https://couchinfo.com/en/training/negotiation-and-influence-for-managers/)

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