influence at all levels - neohfma.org...dr. robert cialdini he is a social psychology professor at...

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Influence at all Levels

Inspiring Work through Others

Presented byEllen Burts-Cooper, PhD, MBASenior Managing Partner, Improve Consulting and Training Group

Copyright© 2015 Improve Consulting and Training Group www.improveconsulting.biz

“The greatest ability in business is to get along with others and to influence their actions.”

-- John Hancock, merchant, smuggler, statesman, and prominent Patriot of the American Revolution

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http://www.improveconsulting.biz/

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Objectives & Outcomes

An understanding of what influence is and what it is not and how to act at your full level of empowerment to get work done through others.

A framework for creating strategies to help gain support from key people in the organization.

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InfluenceTechniques and Tools

Overview of Influence

Requirements for Influence

Influence Principles and Tools‒ Six Principles of Influence

‒ Appreciative Approach

Application of Influence Principles‒ Influence Process

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What Is Influence?

Influence is “the power to direct the thinking or behavior of others usually indirectly.”

--Merriam Webster

Influence is the ability to constructively shape "the outcome of an interaction,

using tact and self-control." --Daniel Goleman, author, psychologist, and science journalist

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Source: Tony Kubica And Sara Laforest at Expert Access. http://expertaccess.cincom.com/2010/06/how-to-influence-employees-to-get-things-done-correctly-on-time-without-using-positional-authority/


When Would You Need Influence?

You need help from someone over whom you have no authority. The other person is resisting helping you. You are asking someone to do something they don’t want to do. You are asking someone to change or comply when they don’t

want to. You don't have a good relationship with the person from whom

you need help. You have one opportunity to ask the person for help. You don't know the other person well.

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Any of these situations sound familiar?

Share an example.



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Influencing Others Based on their Interaction Style and Priorities

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What is the difference between influence and

manipulation?

Intent

Or

Intentions


The Wise Use Of Power

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Indirect influence is about Personal Power, not Positional Power.



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Ellen’s 5 sec. Summary

Influence is about what two key elements?

You must first then you can .

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Understand Add Value

All Behavior is Motivated by…


Influence is a Process!

There may be an over arching goal, but you may have to work with the first.

The over-arching goal may be to persuade vendors to switch to direct deposit, but the immediate sub-goal

may be to get them to understand the benefit of direct deposit first.

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sub-goal



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Achieving the Right Goals and Setting the Right Expectations

Dr. Edwin Locke's pioneering research on goal setting and motivation in the late 1960s showed that there was a relationship between how difficult and specific a goal was and people's performance of a task. He found that specific and difficult goals led to better task performance than vague or easy goals.

Telling someone to "Try hard" or "Do your best" is less effective than "Try to get more than 80% correct" or "Concentrate on beating your best time." Likewise, having a goal that's too easy is less motivating than a difficult goal, because it's much more of an accomplishment to achieve something that you have to work for.

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http://www.mindtools.com/pages/article/newHTE_87.htm


Influence Considerations…..

Find the appropriate words

Modify your approach/style Seek to understand the person / situation

Determine the type of questions to ask

Know the past history Watch your tone

Determine the best communication elements (mechanism, timing, content, volume, frequency, key points, trigger words)

Work within the system Determine who needs to be involved

Know your triggers

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Think of a scenario where you want to influence a person, team or situation.

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Establish Trust

Consider Alternate

Views

Appreciative vs. Deficient

Based Approach

Communicate Effectively

• Be intentional about the approach

• Use content that resonates

Know the Environment

Apply Influence Principles


Trust

Competence(know your area of expertise)

(be knowledgeable based on your level and job role)

Communication (do what you say)

(be transparent with information)(respect confidentiality)

Contractual (do what you promise)

(deliver the established goal)

Cross-Functional Decision Making

(consider multiple stakeholders)(consider the impact to others)

ConnectionsSocial Interactions/Relationships

(engage with others beyond the work)(establish some point of connection)



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Trust Bank Activity

What are the balances in your trust bank for your colleagues?What can you do to strengthen that balance?

Transaction Description (Actions)

Withdrawal (Takes Away Trust)

Deposit (Builds Trust)

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Establishing Relationships

What is the basis of your relationship with the person or people you are trying to influence?

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Dr. Robert Cialdini

He is a social psychology professor at Arizona State University and has spent his entire career researching the science of influence.

His books have sold millions of copies, been published in 25 languages, and have been on the New York Times, USA Today & Wall Street Journal Best Seller Lists.

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The most cited living social psychologist in the world

today.



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Six Principles of Influence

1. Reciprocity

2. Scarcity

3. Authority

4. Commitment/Consistency

5. Social Validation/Social Proof

6. Liking

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Principle 1: Reciprocity

We generally want to return favors, pay back debts, and treat others as they treat us.

This can lead us to feel obliged to others if they have done something for us.

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Principle 2: Scarcity

Opportunities seem more valuable when they are less available.

“The possibility of losing something is a more powerful

motivator than of gaining something.”

--David Palmer, Fripp & Associates

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Principle 2: Scarcity (Cont.)

What are the two reasons the scarcity principle holds true?

1. The availability of an item or experience can serve as a clue to its quality.

2. When something becomes less accessible, the freedom to have it may be lost.

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Why does scarcity create value?



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Principle 3: Authority

If an expert says it, then it must be true...right?

http://hbr.org/2013/07/the-uses-and-abuses-of-influence/ar/1

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“We’re not talking about being in authority,but about being an authority.”

--Robert Cialdini, The Uses (and Abuses) of Influence


Principle 3: Authority (Cont.)

Harvard Business Review OnPoint. Spring 2011. Steven DeMaio. Pg. 10

Does giving the appearance of authority actually increase the likelihood that others will comply with requests – even if their authority is illegitimate?

What are some factors that indicate authority?

Why or Why Not?

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Principle 4: Commitment & Consistency

People do not like to back out of deals. They are more likely to do something after they have agreed to it

verbally or in writing.

Why?

People strive for consistency in their commitments.

Why?

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Principle 4: Commitment & Consistency (cont.)

“Commitment means staying loyal to what you said you were going to do, long after the mood you said it

in has left you.”--Anonymous



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Under what two conditions is Social Proof most influential?

1. Uncertainty--when people are unsure and the situation is ambiguous they are more likely to observe the behavior of others and to accept that behavior as correct.

2. Similarity--people are more inclined to follow the lead of others who are similar.

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Principle 5: Social Proof

Perception is one of increased safety and less risk.


Principle 6: Liking

“If people like you, you can more easily lead them to do the things you want them to do, even if those actions are logically unrelated

to the reasons they like you.”--Robert Cialdini, Social Psychologist

What factors increase liking?

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What Moves You to Action?What Moves Your

Colleagues to Action?

Are you most influenced by:

1. Things that are rare or hard to get?

2. The desire to keep your word and/or be consistent?

3. People who give to you?

4. People you like or who have certain qualities?

5. The expert or authority?

6. What others are doing?

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Indirect Influence Suggestions

Be sincere.

Be strategic.

Be intentional.

The 5 min Client Proposal/PresentationIdentify the Influence Factors

• The methodology we use was developed by Motorola and used extensively by GE and 3M

• I was certified at the highest level possible at 3M under the direction of our ex GE CEO

• Your peer companies using this are seeing x% decrease in internal costs due to efficiency gains

• I know in your corporate statement you mentioned your plan to increase efficiency by x%

• I am sure you want to maintain your exceptional track record of being the #1 or #2 industry leader in every category in which you compete

• If you want to learn more, we will be providing a complimentary session, but we only have room for 10 local organization’s executives

• Proposal Contract in <1 week

.

.

.

.

.

.

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“The key to successful leadership today is influence, not being in authority.”

- Ken Blanchard, American author and management expert. Author of The One Minute Manager

“To influence without authority we need to establish trust.”

- Elizabeth Larson, LESSONS FROM THE KING’S SPEECH - HOW TO INFLUENCE WITHOUT AUTHORITY

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Influence Considerations

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The GoalWhat is the goal or expected outcome?

The Must Haves

What is the “must have” item/issue?

The WhyWhy is this important?

Why am I motivated to achieve this goal?

The Who

Who do I need to work with to meet the goal?

How are they motivated?

How can I best communicate with them?

The Strategy

What strategy/principle will I use?

How will I add value? Think “Both/And”

Wrap Up

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Theory to Application - Add Value by Doing

New Behavior

Repetition Habit

ApplicationApplied

KnowledgeLearning ActionTheory

“ You are not what you learn, but what you do.

We don’t live our knowledge, we live our

habits.” – Ratanjit Sondhe

“Education is not the filling of a pail, but the

lighting of a fire” – William Butler Yeats


Now That You Know More About Influence Strategies…..

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WHAT WILL YOU STOP DOING?

WHAT WILL YOU START DOING?

WHAT WILL YOU CONTINUE DOING?



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Influence

“We control fifty percent of a relationship. We influence one hundred percent of it.”

-- Barbara Coloroso, internationally recognized parenting expert and author of

four best selling parental advice books

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“We make processes more efficient and the people andTEAMS who work on them more effective.”

Improve Consulting and Training Group, LLC4600 Euclid Avenue, Suite 320, Cleveland, OH 44103

[email protected] www.improveconsulting.biz216-539-8737


mailto:[email protected]


influence at all levels - neohfma.org...dr. robert cialdini he is a social psychology professor at...

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