如何提升領導影響力：說服心理學於校長領導之啟示與應用

How to Enhance Leadership Influence: Insights and Applications of Persuasion Psychology in Principal Leadership

面對臺灣教育場域結構性轉變，學校管理已從傳統權威轉向合作與共同治理典範，伴隨著校長職權基礎弱化，提升校長非正式影響力乃成為當代校長領導的挑戰。本文旨在探討R. B. Cialdini的七大說服心理學原則，包括互惠、好感、社會證明、權威、稀缺、承諾與一致，以及自己人原則的內涵，並深入剖析七項原則在學校組織中的應用策略。校長若能明智且合乎倫理地運用這些原則，將能有效發揮非正式影響力，帶領教師、學生及家長前進，確保學校校務的執行與願景的推動。

Facing the structural transformation of Taiwan’s educational landscape, school administration has shifted from the traditional paradigm of authority to one of collaboration and shared governance. Concurrently, the foundation of the principal’s formal authority is being weakened, making the enhancement of non-formal influence a key challenge for contemporary school leadership. This paper aims to explore the insights and applications of persuasion psychology in principal leadership, systematically introducing R. B. Cialdini’s seven principles of persuasion: Reciprocity, Liking, Social Proof, Authority, Scarcity, Commitment and Consistency, and the Unity Principle. This article delves into an in-depth analysis of the implications and application strategies of these seven principles within the school organization. By judiciously and ethically employing these principles, principals can effectively guide teachers, students, and parents, ensuring the successful execution of school affairs and the advancement of the school’s vision.