Thank you for signing in early. The session will start at 12:45, in the meantime you might want to reflect on this quote…

“If people are good only because they fear punishment and hope for reward, then we are a sorry lot indeed”

Any ideas who said it?

How does it relate to influencing?

LEARNING & DEVELOPMENT

“THE MOST SUCCESSFUL PEOPLE AND BUSINESSES NEVER STOP LEARNING”

Building your influencing skills and strategies

User guide

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How to communicate and influence others by first understanding yourself

Understanding how others see you: the role that perception plays and the importance of feedback in communication and influencing

Building your influencing skills and strategies

Influencing series

Brief review of the first two webinars

Consider ‘power’ in relation to influence

Explore some broad influencing strategies

Consider how to choose the right approach

Practise using case studies

Look at media and advertising and what we can learn from how it’s done

Agenda

Iceberg metaphor

VALUES

BELIEFS

ATTITUDES

CAPABILITIES

BEHAVIOURS

EXPECTATIONS

PERSONALITY

PERCEPTION

Communication Process

Intended meaning

Interpreted meaning

Tx Rx

How do we look to others? From their perspective?

Understanding ‘their perspective’ is crucial in communication

Key points

Power

The force, quality, energy that enables an individual or group to influence others

Influence

The capacity to have an effect on the character, development, or behaviour of someone or something, or the effect itself

Power vs Influence

Formal

Personal

Expert

Information

Sanction

Network

Which ones do you favour?

Which could you use more?

Which ones do you need to nurture?

Sources of Power

Push/pull influencing

Push Pull

Making demands

Incentives and pressures

Proposing and Reasoning

ListeningDisclosingInvolving

State expectations

Paint a verbal picture

Convince with logic

Negotiate win/win

Influence Strategies

Factors

Individual

Objective

Situation

Relationship

One of the engineers in your team consistently arrives late to work: half an hour to an hour.

You have discussed this with her before.

She has a long drive in to work and so wants to continue arriving at a later time. As she stays late just as frequently you have tolerated the situation.

She’s an excellent employee.

However, lately you’ve noticed that you and other internal customers are unable to ask her questions or obtain information from her in the first part of the morning.

You have decided that you need her to arrive at work on time.

Push/pull influencing

Push Pull

State expectations

Convince with logic

Paint a verbal

picture

Negotiate win/win

Less time More time

Less flexibility More flexibility

Compliance Commitment

You have an engineer who says he wants to talk to you about a new project that he wants to work on.

You were planning to assign the project soon but to someone else on your team.

You think he’s interested in this project because it’s high profile and involves working with a lot of senior people.

You have another project you’d rather he worked on. This project isn’t as high profile as the first one but would be more interesting and better for his long-term development.

On the other hand, you don’t want this engineer to be unhappy. He was very calm when he asked to talk to you, but you’ve seen him become unhappy once before when he wasn’t satisfied with the work he was assigned.

Push/pull influencing

Push Pull

State expectations

Convince with logic

Paint a verbal

picture

Negotiate win/win

Less time More time

Less flexibility More flexibility

Compliance Commitment

Your most junior engineer has been dragging his feet on taking over the leadership of a project team.

You need him to take over this team – there is no one else available to take the role and it would be an excellent development opportunity for him since he’s never led a project team before.

He claims that the team is never available for meetings and doesn’t seem very interested in the project. He also says that even if the team members were available, he’s not sure there’s any good reason for them to meet.

You know the only way that this project will succeed is for this team member to take on the role and lead the team effectively.

If he doesn’t agree, you will have to lead the team yourself.

Media/Advertising

A

I

D

A

ttention

nterest

esire

ction

Social Proof

Reciprocity

Liking

Authority

Commitment/Consistency

Scarcity

Media/Advertising

Influence Triggers - Robert Cialdini

Personality and perspective

Tailoring the message to the individual

Sources of power

Push and pull influencing

Using the right influence strategy

Influence in the media

Summary

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COMMUNICATION AND INFLUENCING SKILLS

Bristol: 19-20 August 2014London: 11-12 September 2014Aberdeen: 11-12 November 2014

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