Introduction to influencing skills

Introduction to influencing

Andrew Harrison Styles

March 2015

Objective:Understand the basic concepts of influencing, how these can be applied and what can be done to further enhance influencing skills.

May 1, 2023 Introduction to influencing 2

Influence Power and ability to personally affect others’

actions, decisions, opinions or thinking


Moving people from Resistance Compliance Commitment

May 1, 2023 Introduction to influencing

How important

are influencing

skills to our

success?

5May 1, 2023 Introduction to influencing

How to influence others?


Taps into people’s reason & intellect


1. Logical appeal

BUT…the facts don’t matter…if no one believes you


Therefore, successful logical appeal is not just about the logic – it’s also about: CredibilityBeing genuineand…


2. Emotional appeal Connects your message, goal or project to individual goals and values


To make an emotional appeal you must have some relationship with, and understanding of, the person you’re appealing to.



Be more likeable

Too many people succumb to the mistaken belief that being likeable comes from natural,

unteachable traits that belong only to a lucky few. In reality, being likeable is under your control



Research: People would rather work with someone who is likeable and incompetent than with someone who is skilled & unappealing


Tiziana Casciaro, Harvard Business School

How we value competence changes depending on whether we like someone or not.

People who lack social competence end up looking like they lack other competencies, too

UCLA study: Subjects rated over 500 adjectives based on their perceived significance to likeability. The top adjectives were sincerity, transparency, & capacity for understanding (another person)


Learn about & understand the other person30% vs 90% success

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Compliment

“To the brain, receiving a compliment is as much a social reward as being rewarded money.” Professor Norihiro Sadato, National Institute for Physiological Sciences


Sincerity!!!


Being positive


Video – effect of


Halo effectUses a characteristic (such as being positive) to blind us to less endearing traits


3. Cooperative appealBuilds a connection between you, the person you want to influence and others, to get support for your proposal


Collaboration: Figuring out how you will do it together

Consultation: Finding out what ideas other people have

Alliances: Drawing on whoever already supports you or has credibility you need



Key point: We can only effect desirable behaviour change in others by… changing our own behaviour


Consistently search for similarities & understanding

Develop the habit of giving sincere compliments

Familiarity and contact enhance liking

Takeaways


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Introduction to influencing skills

Self Improvement