How to Influence Others Without Using Authority: The Cohen-Bradford Influence Model

Persuasion Theory
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Chloe Xu
Director, Australia
The Cohen-Bradford Influence Model was created to address the issue of influencing others while having no authority over them. Sometimes, it could be quite difficult to get advice, support, or some key information from people who don’t want to help you. Following the Cohen-Bradford Influence Model might help you to find a breakthrough for such difficult situation. BASIS OF THE MODEL The model is based on the law of reciprocity – the belief that all of the positive and negative things people do for (or to) others will be paid back over time. STEPS IN THE COHEN-BRADFORD MODEL To make a deal, the influencer should go through the following steps of the model: 1. ASSUME THAT EVERYONE CAN HELP. Influencing others, especially those who seems to be ‘tough’, can make you feel upset, nervous, or unsure. However in this model, it is important to view the other person as a potential ally. 2. PRIORITIZE OBJECTIVES. Identify the reason why you need to influence this person. What is it tha (...) Read more? Sign up for free


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