Gartner Research

How to Apply Six Persuasion Principles to Advance Your PMO

Published: 17 November 2011

ID: G00227053

Analyst(s): Robert Handler

Summary

Succeeding with a project management office requires behavioral change. To succeed, stakeholders must be persuaded to support the PMO. Social psychologist Robert Cialdini's six principles of persuasion should be used to get key stakeholder commitment, enabling PMO success.

Table Of Contents
  • Overview

What You Need to Know

Analysis

  • Why Persuasion Techniques Are Critical to PMO Success
  • Applying Cialdini's Six Principles of Persuasion to the PMO
    • Reciprocation
    • Commitment and Consistency
    • Social Proof
    • Liking
    • Authority
    • Scarcity
  • Closing the Deal: Getting People to Make Lasting Commitments
  • Who Must Be Persuaded?
  • Tactical Guidelines

Recommended Reading

Evidence

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