Help employees say yes to ethics by using the
six principles or shortcuts that guide decision-making:
1. Reciprocity (people are obliged to give when they receive) - when managers are fair and respectful, employees are encouraged to reciprocate such behavior (i.e. "tone at the top")
2. Scarcity (people want more of those things they can have less of) - besides highlighting the benefits of ethical practice, discuss what employees stand to lose if not followed (e.g. a "zero tolerance for harassment" policy)
3. Authority (people will follow the lead of credible, knowledgeable experts) - designate an ethics officer or create an ethics committee; assure supervisors receive ethics training
4. Consistency (people like to be consistent with the things they have previously said or done; consistency is activated by looking for and asking for small initial commitments that can be made) - pass out and ask employees to keep in their office or carry with them a "organization values" card
5. Liking (people prefer to say yes to those they like; people like those that are similar, those that pay us compliments, and those that cooperate with us towards mutual goals) – give genuine compliments and have team building events
6. Consensus (especially when uncertain, people will look to the actions and behaviors of others to determine their own) - when issuing your ethics code to new employees, highlight that this reflects what is expected of (and followed by) current employees
More on the Science of Persuasion @
influenceatwork.com