Influencing SkillsWith Peter Delves
1testInfluencing Skills AgendaThe ethics of influence and persuasionAdvanced rapport skillsNon-verbal behaviour which influences communicationThe three means of persuasionUnderstanding the fundamental influencing stylesUsing the classic persuasion triggers
How to benefit from this training
Engage and focusListen and questionSeek clarification when necessary Try out new thingsRelax and enjoy the seminar
"We've got this saying, 'performance by the aggregation of marginal gains' ... we are always striving for improvement, for those one percent gains, in absolutely every single thing we do." - David Brailsford, British Cycling Team Manager Ethics of Power, Influence & Persuasion
Unethical use of influence can be defined as: actions taken to achieve influence that would be rendered less effective if the other party knew ones actual intentionsOutcomes of Your Influence
Total CommitmentGeneral agreementComplianceOpen disagreement or refusalHidden SabotageWhat is your experience of the above outcomes?Sources of Power
PositionalRelationalPersonalThe 3 Means of Persuasion
PathosThe emotionsLogosLogic or reasoningEthosLiterally meaning ethics, but in this context it means credibility
Building CredibilityYour ideasYou as a person
Credibility = Trust + ExpertiseWays to Earn Trust
Tell both sides of the story as you see itDeliver on your promisesKeep confidencesBe consistent in your valuesEncourage the exploration of ideasPut others best interests firstExpertise
Research your ideasGet firsthand experienceCite trusted sourcesProve itMaster the language of your topicDont hide your credentialsTeam up with credible alliesUnderstanding your Audience
Identify decision makers, key stakeholders and influencers.Assess your audiences likely receptivityDetermine decision-making stylesDont forget about politicsAttention ExercisePerson A has the role of talking about something that they are genuinely interested in e.g. a hobby, their family, their work, a place they have visited
Person B has the role of giving A their full attention for a minute. After a minute there will be signal, when B gradually starts switching off attention, until at the end of 30 seconds they are completely switched of from A.
The second signal will be an indication for B to bring full attention back to A.RAPPORT
We tend to like people who we perceive as being like usTo build rapport we need to reflect the other person on some levelQuality rapport makes it easier for both parties to communicate and agree
14Non-Verbal Behaviours to Enhance Influence
PostureGesturesVoice tone and speedBreathing15Influencing StepsBegin with the Right Structure
Problem-solutionFor uninterested or uninformed audiencesPresent both sides and refutationFor neutral or hostile audiencesCause and effectFor mixed audiencesMotivational Sequence For supportive audiencesThe Persuasion Triggers
ContrastLikingReciprocitySocial ProofCommitment & ConsistencyAuthorityHow can a new superior product mean more sales of an inferior one?
What tip can you take from those who get them?
What can chess teach us about making persuasive moves?
What persuasion tip can you borrow from Benjamin Franklin?
How can a simple question drastically increase support for you and your ideas?
How can you fight consistency with consistency?
PUSHInfluencing StylesPULLDirectivePersuasive ReasoningCollaborativeVisionaryPUSHInfluencing StylesPULLInfluencing Styles ExerciseYou are two business owners from the Chesterfield chamber of commerce having a meeting with local council members. You are seeking support from the council for an ambitious project to make Chesterfield a national litter free town. Your ideas include: banning plastic bags from shops and supermarkets, enforcing fines for littering, coordinating a clean up process, projects in schools etc. Even though local businesses are willing to contribute and you intend enlisting volunteers, the campaign will cost money and resources which from you need to obtain from the council.Influencing Skills AgendaThe ethics of influence and persuasionAdvanced rapport skillsNon-verbal behaviour which influences communicationThe three means of persuasionUnderstanding the fundamental influencing stylesUsing the classic persuasion triggers
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