3. 2022 Rotaract Preconvention #Rotaract22
Paulina Guerra
Rotaract Club Belgrano
D.4895
Argentina
Maria Sol Casas
Rotary Club Rosario
D.4945
Argentina-Uruguay
5. 2022 Rotaract Preconvention #Rotaract22
Learning objectives
1. Understand the importance of influence in leadership
2. Describe the principles of influence
3. Discuss and apply the different principles of influence into
Rotary/Rotaract Clubs’ common situations
10. 2022 Rotaract Preconvention #Rotaract22
RECIPROCITY
You feel obliged to return something of what you have received.
Give something first:
● Significant and unexpected.
● Personalized.
12. 2022 Rotaract Preconvention #Rotaract22
Tell people about:
● The benefits they’ll gain.
● What is unique about it.
● What they stand to lose.
SCARCITY
You want more of things you can have less of.
13. 2022 Rotaract Preconvention #Rotaract22
AUTHORITY
You will obey the credible knowledgeable experts.
What triggers credibility:
● Titles, uniforms, positions.
● Reliability.
15. 2022 Rotaract Preconvention #Rotaract22
COMMITMENT AND CONSISTENCY
You will act as you have said.
Look for commitments
● Voluntary and small.
● Public.
● Written.
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LIKING
The more you like someone, the more you’ll be persuaded by them.
We like people who:
● are similar to us.
● pay us compliments.
● cooperate with us towards mutual goals.
18. 2022 Rotaract Preconvention #Rotaract22
CONSENSUS (Social Proof)
You will act, feel and believe as the majority do.
● Point to what many similar others are already doing.
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DISCUSS
IN
GROUPS
1. Read the statement provided
2. Discuss how influence can
help you solve the problem.
3. Discuss what principles of
influence can be applied and
how.
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CALL TO ACTION
Use your influence to
cause someone to
change a behavior, belief
or opinion, or to cause
something to be changed
in a positive way.
Be the change.
Take the challenge.
29. 2022 Rotaract Preconvention #Rotaract22
Thank you!
Paulina Guerra
Rotaract Club Belgrano - D.4895
Argentina
m.paulina.guerra@gmail.com
Maria Sol Casas
Rotary Club Rosario - D.4945
Argentina-Uruguay
casasmariasol@gmail.com
30. 2022 Rotaract Preconvention #Rotaract22
Cialdini, R. (1987). Influence: The psychology of persuasion. Harper Collins.
Cialdini, R. (2016). Pre-suasion: a revolutionary way to influence and persuade.
Cornerstone.
Kenrick, D. T., Goldstein, N. J., & Braver, S. L. (2012). Six degrees of social influence: Science,
application, and the psychology of Robert Cialdini. Oxford University Press.
Rotary International (2022). Retrieved at: www.rotary.org
References