THE ART OF INFLUENCING OTHERS

Discussion Session #1 Kelley School of Business

X420 Class

What do these people have in common?

Madonna

Bill Gates

Mother Theresa

Adolf Hitler

Pablo Picasso

Everyone is a person of influence….

Even though we have an impact on nearly everyone around us, our level of influence is not the same with everyone

There are two basic ways of influencing people….

Number 1: REWARDS

Number 2: PUNISHMENTS

Rewards will work for awhile….

How much is enough?How much is enough?

Fear will also work for awhile….

People Can Be Influenced If People Can Be Influenced If They They

Think You Can Punish ThemThink You Can Punish Them

Crude reliance on either the lash or the cash is self-defeating-

A balanced use of negative and positive reinforcements works best…

Subtlety enhances the influence of rewards and punishments

You act consistently and show credibility You show integrity You have bonded with the person or

people you are trying to influence

Your Level Of Influence IncreasesWhen:

Never Assume People Believe You but be truthful by habit anyway

Never Assume People Understand You but explain things as clearly as you can

Downplay Any Benefits To Yourself but be ready to acknowledge the effects of

enlightened self-interest

Credibility

Love truth, but pardon error ~ Voltaire

Integrity is not determined by circumstances You are responsible for the choices you make Your character is not determined by circumstances

Integrity is not based on credentials Character is who we are Character is permanent, credentials are transient

Reputation is not integrity Words are cheap, actions have weight

Integrity

Integrity is the essence of everything successful ~ R. Buckminster Fuller

Credible behavior and a personal integrity will allow others to trust you…

The key to successfully influencing people over the long term is winning their trust and

bonding with them….

Nurture People

Show Genuine Concern for Others

Commit To People Believe In Others Give People

Opportunities

Accentuate the Positive

Don’t criticize, complain about, or condemn people.

Do make people feel important Show sincere appreciation Think of other people’s good points – and point

them out!

Three Types of People

Well- Poisoners:Well- Poisoners:

People who discourage others, stomp on creativity and tell people they can’t do it.

Lawn-Mowers:Lawn-Mowers:

People who have good intentions, but are self

absorbed

Life-Enhancers:Life-Enhancers:

People who enrich

the lives of others and lift

other people up

Have Faith In People

Most people don’t have faith in themselves, and believe they will fail

Most people don’t have someone who has faith in them

Most people will do anything to live up to your faith in them

If you think you can win, you can win. Faith is necessary to victory.~ William Hazlitt (1778 - 1830)

Always Listen To Other People

This Shows Respect And Generates Ideas Listening Builds

Loyalty And Increases

Knowledge

“You can’t hear the song if you don’t listen to the notes…”

Practice seeing things from

the other person’s viewpoint

Talk About the things that

they desire and enjoy

Empathy

This is an effective strategy because: Each of us spends 95% of our time thinking about ourselves Everyone is interested in the things they want, but few really care about the things you want People aren’t interested in me, they don’t care about you - they’re interested in themselves The most frequently used word – “I”

Smile! If you have fun meeting people they will have fun meeting you.

Remember people’s names!! Names are Unique and Set People Apart A Person’s Name is One of the Most Important

Sounds in any Language

You’re On….

“…all the world’s a stage, where each must play a part….”

How to fail…

1. FEAR - People fear what they don’t immediately understand and this fear hampers their ability to perceive

2. SELF-CENTEREDNESS - People naturally think of their own interests first

3. PROVINCIALISM – The failure to appreciate differences, and recognize and respect everyone’s unique qualities

There are three main reasons people fail at understanding others:

Conquer fear, self-centeredness and

provincialism in yourself.

Sympathetic success““Three-fourths of all the people you will ever meet Three-fourths of all the people you will ever meet are hungering and thirsting for sympathy. are hungering and thirsting for sympathy. Give it to them, and they will love you.” Give it to them, and they will love you.” – – Dale CarnegieDale Carnegie

Be Be sympatheticsympathetic to the other person’s ideas and desires – to the other person’s ideas and desires –• Look at things from the other person’s perspectiveLook at things from the other person’s perspective• Reach out to others with a strong hand and a soft heartReach out to others with a strong hand and a soft heart• Have a positive attitude about peopleHave a positive attitude about people

People of influence navigate for others….

Show the person their destination

Exercise foresight to predict

and compensate for obstacles

in the path

Show the person what steps to take

on the path to their goal

Show the person their destination

Listen to a person’s aspirations Ask about a person’s desires Help a person define the goals that willachieve these aspirations and desires

Show the person what steps to take

on the path to their goal

Define where the person is now Identify the person’s abilities and talents Choose a pragmatic path

Exercise foresight to predict

and compensate for obstacles

in the path

Everybody faces problemsEverybody faces problems Successful people face more Successful people face more obstacles than unsuccessful peopleobstacles than unsuccessful people Problems provide an opportunity Problems provide an opportunity for growthfor growth

People of influence connect with other people….

Don’t Take People For Granted - Value PeopleDon’t Take People For Granted - Value People

Possess the Attitude That You Can Make a DifferencePossess the Attitude That You Can Make a Difference and You Will Be Able To Make A Differenceand You Will Be Able To Make A Difference

Find the Key to Others’ LivesFind the Key to Others’ Lives What is Important to the Person? What is Important to the Person? What has the Person Achieved?What has the Person Achieved? What Does the Person Desire to do?What Does the Person Desire to do?

Communicate From the HeartCommunicate From the Heart Be Genuine,Be Genuine, Share From your Heart, and Share From your Heart, and Be YourselfBe Yourself

Important Factors In Influencing Others

Show Credibility and Integrity Make People Feel Important See Things From the Other Person’s Viewpoint Nurture People by Showing Genuine Concern

for Others Have Faith in People Always Listen to Other People Navigate the Path for Other People Connect with Others

Case Study: Bloomington Greenspace

25 acres up for grabs! Housing, Commercial, Recreation,

Education, Conservation Park – which will it be?

How will you influence people in your group?

How will you influence another group to join your cause?

Secrets of Power Persuasion, Everything You’ll Need To Get Anything You’ll Ever Want Roger Dawson

How to Positively Impact The Lives of Others, Becoming a Person of Influence John C. Maxwell & Jim Dornan

The Seven Secrets of Influence Elaina Zucker

How To Win Friends & Influence People Dale Carnegie

http://www.dale-carnegie.com

Sources

A. Strongly Agree

B. Agree

C. Disagree

D. Strongly Disagree

E. Don’t Know

1. I found the presentation of material easy to understand. 2. This advantage session increased my knowledge on the subject presented. 3. I will be able to use some of the information from this advantage session in

the future. 4. The presenter was well prepared for this Advantage session. 5. This presentation should be repeated in future semesters.

Evaluation Questions