The correct answer is Inducement, which is not one of Cialdini’s principles. The seven principles are:
Reciprocity – people return favours.
Commitment/Consistency – people stick with commitments.
Social Proof/Consensus – people follow others.
Authority – people respect expertise.
Liking – people are influenced by those they like.
Scarcity – people value what is limited.
Unity – people are influenced by shared identity.
Cialdini’s framework is widely applied in procurement negotiations and stakeholder management. For instance, demonstrating scarcity can strengthen a supplier’s case for urgency, while using authority enhances credibility during negotiations.
Understanding these principles allows category managers to influence stakeholders and suppliers effectively, building alignment and driving successful outcomes.
[Ref: CIPS L5M6 Study Guide, p.66 – Cialdini’s Principles of Persuasion]
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