Library / The Executive Negotiator
FM-15 - Influence Audit
| Principle | Truthful basis for using it | Misuse check |
|---|---|---|
| Reciprocity | What real value was freely provided? | Am I implying hidden debt? |
| Commitment/consistency | What voluntary criterion or step was agreed? | Am I enlarging the commitment? |
| Social proof | What comparable evidence exists? | Is the comparison misleading? |
| Authority | What expertise or decision authority is real? | Have limits been disclosed? |
| Liking | What authentic relationship exists? | Am I using flattery or intimacy theatrically? |
| Scarcity | What is genuinely limited and by when? | Is urgency fabricated? |
| Unity | What shared duty or identity is real? | Am I silencing dissent through belonging? |