Awaken Your Inner Max Goodwin and Mother Teresa to Gain Influence at Work
Jan 22, 2025
Have you ever invited someone you don’t particularly like to a party just because they invited you to theirs a few months earlier? That’s human nature. It’s the psychological principle of reciprocity at work—we feel compelled to return a favor.
Reciprocity is about balancing the scales: when someone does something kind for us, we naturally want to do something in return. This principle is universal, shaping our behaviors even when we haven’t requested or desired the original favor.
The Principles of Influence by Robert Cialdini
Reciprocity is one of six principles of influence outlined in Influence by Robert Cialdini. Here they are:
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Commitment and Consistency: Once someone commits, they are more likely to follow through.
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Social Proof: People look to others for guidance—if many do something, it’s likely correct.
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Liking: People are more likely to agree with those they like.
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Authority: We tend to trust and follow credible experts.
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Scarcity: Limited availability increases perceived value.
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Reciprocity: Giving something first often encourages people to give back.
Reciprocity strongly influences decisions, and you can harness this principle at work to build better relationships and achieve team goals. Here’s how:
Be a Leader Inspired by Iconic Figures
Share Knowledge Like Tony Robbins
Write blog posts, create vlogs, or share resources relevant to your colleagues. Convert your knowledge into actionable tools. Shift the adage from "knowledge is power" to "sharing knowledge is influence."
Be Generous Like Mother Teresa
Don’t just share your knowledge; share your time and availability. As a leader, part of your role is to help others achieve their goals. The more you give, the more goodwill you’ll build, which helps you reach your goals and those of your organization.
Ask ‘How Can I Help?’ Like Max Goodwin
The protagonist of Netflix’s New Amsterdam epitomizes this mindset. His simple question, "How can I help?" generates immense goodwill. It’s a modern take on "management by walking around," combined with acting on the answers you receive.
Give Gifts Like Santa Claus
Reward positive behavior with unexpected gifts. This could be something tangible, like a token of appreciation, or intangible, like public praise. Small gestures encourage repeated positive actions and foster team loyalty.
Let Them Experience First Like Whereby
Whereby allows users to create an online conference in seconds, offering instant value before asking for any effort. Similarly, when implementing change, create a positive experience first. For instance, organize a fun event where teams can collaborate on hard tasks, flipping "no pain, no gain" into "no gain, no pain."
Leverage Influence Principles with Integrity
Cialdini’s principles are fascinating, but their application must remain ethical. Use these tools to facilitate smoother transitions and create positive change within teams and organizations. The smallest actions, when guided by genuine intent, can have a profound impact. As a leader or change manager, apply these psychological principles to humanize the process and inspire others.
If youā€™re inspired by this story and want to create impactful change within your organization, explore our online coursesĀ or book a coaching call today to get started.
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