Influencing tip - building commitment
When you conclude a business meeting, why is it better to ask each of the participants to say what they are going to do as a result of the meeting, rather than you summarising the agreed actions (like most people do when chairing a meeting)?
Here's why.
Having participants say what they are going to do, instead of you saying for them, dramatically increased the chances that they will actually do it. Why? Because of what psychologists call cognitive dissonance. People like to act in ways that are consistent with their own self image. Getting people to make a small commitment increases the chances of making a big commitment. Getting people to say out loud that they are going to do something increases the chances that they will actually do it.
If you want people to make a big commitment towards anything, don't ask them to commit all in one go – instead, ask them to commit to something small that leads them in the right direction. If you want people to adopt a more environmentally friendly lifestyle, don't ask them to give up their car straightaway. Instead give them a few energy saving light bulbs to use. Making small commitments now makes it easier to make bigger ones later. Where can you use a strategy of building commitment?