How To Shape Perceptions To Get Full And Willing Co-operation

Tuesday 18 March, 2008

by Dr. Alan Zimmerman

Use these three tools to shape the perceptions of others to get their full and willing co-operation.

When you first became a supervisor or manager, you tried to project an image of confidence, an image that said you expected performance from others.
In a sense, you intuitively knew that "perception was everything" and you needed to "manage your brand". You did things that encouraged others to see you, your product, your service or role in a particular light. And that, you hoped, would encourage their motivation. Instead of leaving this to chance, shape others' perceptions by changing your actions.

How to shape perceptions

1. Understand how others perceive you
   
   If you don't like the perception they're getting, you must do some things to change their perception. After all, perception IS reality.
   
   If you're not getting all the co-operation you need from your co-workers or your customers then it's time to work out what image you are projecting. Do your customers see you as apathetically taking their business for granted? Or do they see you as a person who's eager to give the very best service?
   
   Sometimes you have to stop pointing your finger at what the other person is NOT doing and look at the perception you are creating. And if you don't like the results you're getting, then it's time to re-examine your image and change it.
   
2. Create a perception of possible "pain" for non-compliance
   
   As you well know, the bottom-line question in any act of co-operation is, "What's in it for me?". In other words, people are wondering about the rewards they're going to get if they go along with you. It's important that you let them know.
   
   But it's also important to let people know about the pain they will experience if they don't go along with you. For example, the sign that read: "If you cross this field you had better do it in 9.8 seconds. The bull can do it in 10 seconds. NO TRESPASSING."
   
3. Create a perception of scarcity
   
   G. K. Chesterton said, "The way to love anything is to realise that it might be lost". In other words, people, things, and opportunities seem more valuable to us when we're about to lose them.
   
   You see this "deadline" tactic being used in advertising all the time. And you hear about the "limited time offer" because these techniques work. People hate to lose their choices and their chances.
   
   You can use the scarcity principle to get more co-operation from others by pointing out what they are about to lose.

To get people to do what you want, take a look at your image and messages. With the right combination of the three leadership ingredients listed, you will get more co-operation than ever before.

Source:ceoonline.com