Spot the Principle
Recognize the principles of influence in business situations and tell honest influence from manipulation.
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
- Give each table 2 cards.
- 8 minutes: which principle is being used? Is it honest or not — and why? How would you respond if it were used on you?
- 12 minutes: tables present their cards, the trainer adds to them.
- 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?
- 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.
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