How people interact with others at work can provide the basis for growing confidence. Influencing people to get buy-in for ideas or positions is an important element at work and in networking. The ability to influence others can boost people’s confidence at work.

Taylor uncovered her principles on influencing by studying scammers (sometimes called “confidence artists”) who use their ability to influence others for nefarious purposes. Many of the principles scammers use can help people succeed in their careers, including:

*Likeability. People are more open to influence from people they like. To be likeable, people need to show interest in others, smile, nod, and make eye contact.

*Similarity. People are influenced by those with whom they feel they have things in common. To find areas of similarity with others, Taylor recommends asking questions that fall into one of four categories: family, occupation, recreation, and education.

*Understanding knee-jerk thinking. Knee-jerk thinking takes advantage of the sort of automatic thinking many people grew up with, such as the belief that expensive things are always better. To influence using this method, people need to use the language they know will bring the knee-jerk reactions they want.

*Knowing how to use rewards. People want rewards–including compliments, positive feedback, and material possessions. Providing rewards to others increases people’s ability to influence.

*Understanding reciprocity. When people receive something they view as a gift, even a small sample of cheese at a shop, they feel they have to give something in return. In the professional world, the item could be as small as a contact or favor.

*Perseverance. In an effort to influence others, individuals should be prepared with five different strategies to overcome those who shoot down their arguments.

*Enthusiasm. If people are not enthusiastic about themselves, their ideas, and their abilities, no one else will be either.



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