Dr. Robert Cialdini is recognized as one of the world’s leading experts on social influence. He describes six universal social influences. De-escalation is a social interaction. A skilled de-escalater can apply each of these six influences. The six influences are:
Consistency-- Each time we comply with a request, even a trivial request we will tend to act more consistently with that initial act of cooperation.
Liking-- People prefer to say yes to the requests of people they know and like. Increasing the degree to which you are liked by someone will increase the probability that they will cooperate with you.
Authority-- Once someone has accepted you as an authority, they will more likely follow your instructions.
Scarcity--People are more motivated to avoid a loss than gain a benefit.
Social Proof--People determine what is correct, especially in the presence of uncertainty, by finding out what other people think is correct
Reciprocity--When people receive things from others, they are naturally inclined to repay the favor.
I'll explore each of these in following posts.
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