How Leaders Influence Others? 6 Principles of Kaufman

Bases of Social Power > Forum > How Leaders Influence Others? 6 Principles of Kaufman

How Leaders Influence Others? 6 Principles of Kaufman
Anneke Zwart, Student (University), Netherlands, Moderator
Influence refers to the power of an individual to impel another person to action by either intangible or indirect means. Therefore it plays an important role in leadership. Kaufman (2011) developed six principles of influence that explain in what way influence plays such an important role in successful leadership. These drivers represents human drivers and needs that make influence powerful.
1. Reciprocation: The first principle refers to the feeling of obligation to do something for a person that has already done something for you. In other words, it is the act of doing something in return.
2. Commitment and Consistency: Consistency is desirable, because people react positively to messages with a high level of consistency. Politicians often make use of this principle by “sticking to the point” even if that particular point becomes foolish.
3. Social Validation: People often observe others’ decisions before making decis...Sign up

Principles of Persuasion (Cialdini)
Jaap de Jonge, Editor, Netherlands
Dr. Robert Cialdini already mentioned 6 Principles of Persuasion in his 1984 book "Influence":
  • RECIPROCITY: People are obliged to giv...Sign up

Special Interest Group Leader

Interested? Sign up for free.

Bases of Social Power
Best Practices


About 12manage | Advertising | Link to us / Cite us | Privacy | Suggestions | Terms of Service
© 2019 12manage - The Executive Fast Track. V15.1 - Last updated: 21-7-2019. All names ™ of their owners.