www.OrganicComm.com Executive Training for Lawyers & Legal Professionals
Look at the six royal cards and pick your favorite – write it down.
PICK A CARD
www.OrganicComm.com Executive Training for Lawyers & Legal Professionals
• Stimuli that activate mechanical reactions vs. controlled responses • Mistakes – how we learn; failing forward• Bad Decisions – automatic actions that lack our full
awareness and attention
PART 1 – KNOW THE TRIGGERS
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Influence Trigger:RECIPROCATION
We have a social obligation to pay, in kind, what has been given to us.
www.OrganicComm.com Executive Training for Lawyers & Legal Professionals
Influence Trigger: CONSISTENCY
We feel strong pressure to be consistent within our own words and actions
www.OrganicComm.com Executive Training for Lawyers & Legal Professionals
Influence Trigger:LIKING
We prefer to say yes to the requests of people we know and like
www.OrganicComm.com Executive Training for Lawyers & Legal Professionals
Influence Trigger:SOCIAL PROOF
We often look to the behavior of similar others for direction about choices
www.OrganicComm.com Executive Training for Lawyers & Legal Professionals
Influence Trigger:SCARCITY
We typically overvalue things that are rare, dwindling in availability or difficult to acquire
www.OrganicComm.com Executive Training for Lawyers & Legal Professionals
Influence Trigger:AUTHORITY
We defer to experts and are more easily persuaded by individuals perceived to be legitimate authorities
www.OrganicComm.com Executive Training for Lawyers & Legal Professionals
INFLUENCE TRIGGERS
Source - Influence: Science and Practice by Robert B. Cialdini
www.OrganicComm.com Executive Training for Lawyers & Legal Professionals
As if social influence isn’t enough – we have cognitive biases to worry about. • Distortions in the way we perceive reality. • Defects and glitches in our thinking.• We can’t recognize our own biases.
PART 2 – AVOID THE TRAPS
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PART 3: APPLY THE TOOLS FROM AUTOMATIC TO AWARE
•Default Decision
• Increased Awareness
•Blind Spot
Level I Listening Listening to your• Thoughts • Judgments • Opinions
Level II Listening Listening for the speaker’s: • Purpose • Vision• Objective• Outcome
15www.OrganicComm.com Executive Training for
Lawyers & Legal Professionals
LEVELS OF LISTENING
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Raise your hand if your card was removed from the group.
PICK A CARD
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YOUR OPINION MATTERS
Please take a moment now to evaluate this session.
Thank you!
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THANK YOU
To bring trainings on Communication,
Collaboration and Innovation to your firm or organization, contact:
Judith Gordon(310) 968-7270
Amy Mallow(212) 225-0624
Lee Broekman(818) 212-9196