Video: Similarity as a Tool of Influence in the Workplace
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According to Executive Coach Alisa Cohn, there are six major tools to gain influence: likability, similarity, reciprocity, social proof, scarcity, and authority. In this video, Cohn discusses the first point: likeability. Simply put, by establishing similarities or commonground one can gain influence in the workplace.
On finding similarities:
- Our minds are programmed to sort out "friend" or "foe." In a corporate environment, this means that we naturally seek out like-minded people.
- A proactive way to find similarities is through small talk. Think of it as a business way to "grease the skids" or establish rapport before starting something.
- Initially, try to avoid bringing attention to dissimilarity, as this can create a wedge that hinders establishing similarity.
- When people are in sync, they unconsciously mirror mannerisms and pace. This can be used to create a level of comfort.