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Influence & Persuade (Intro (Ask: Who influences you and why?, Who or…
Influence & Persuade
Intro
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Think of a time when someone influenced you to do something you didn't want to do. Share the scenario and how they were effective in persuading you.
Influence and persuasion is about causing people to think, feel and do what they would not otherwise think, feel and do.
Influence tends to be more covert, whereas persuasion is more overt.
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Influence and persuasion
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Ask: What's the most important thing you are trying to influence at the moment? (capture suggestions on flipchart)
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Great influencers consider the route they need to take to gain influence, and what to do when they receive push back or when one tactic isn't working
In today's session we will explore 9 influencing tactics that you can employ together to gain influence.
Under the influence
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We tend to have influencing tactics that we default to, regardless of who we're trying to influence or what the situation is
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People respond to influence differently and the strategies/approach you take won't deliver the same result in every situation depending on the person and your relationship to them
We can become much more successful if we think conscious about the person and the situation that we are trying to influence and choose the appropriate tactic
First 4 tactics
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Is the most effective and most often used tactic. It is one we often use in isolation instead of part of an influencing strategy
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Tactic works with people's emotions, sense of value and commitment. Paints a picture of a better future or outcome.
Requires active language, create a specific store, and use all of the senses
When using Inspire it's important that the ideas, values and emotions appeal to the audience and it works best if you include some specific targets or goals in the vision.
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Does everyone know someone who hates being told what to do, but likes to come up with a solution themselves?
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Is about making the other person feel favourably about you, and therefore be inclined to take on your point of view
Telling jokes, building rapport, flattery are all tactics that make another person feel good
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Apply the tactics
4 flipcharts around the room: Reason, Inspire, Ask, Feel Good
Choose one influencing scenario from earlier brainstorm. Each group to apply their tactic to it. 3 mins to work together and then debrief
Next 5 tactics
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Can be explicit but doesn't have to be - can be as simple as "you scratch my back, i'll scratch yours"
Sometimes it's necessary to be up front with the terms of the deal, but deal making is more effective when the connection is only implied.
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Is simply asking for something because you need it, but you're not offering anything in return
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Tactic is used from a position of power or by appearing a rule or principle. It doesn't matter whether the authority evoked is formal or implicit - as long as the other person recognises it
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We are more likely to do something if we know others are doing it, and are even more likely if the others are similiar to us
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Most unpleasant, but sometimes most effective way of infuence
Ask: What could 'force' take the shape of? Threats, warnings
Using force can be addictive - however due to its very negative impact on others it should only be used a last resort
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