slide 1 improving your persuasion and influencing skills for better negotiated outcomes presented by...
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Improving your Persuasion and Influencing Skills for
better negotiated outcomes
Presented by Katrena Friel
March 2009
Influence and Communication
Influence is more than communication.
Communication moves information.
Influence moves your ideas into action.
Call to action
Something you can observe
Influence and Power
Power is a set of resources that you have.
Use direct power for emergencies or when you need
compliance rather than commitment.
Influence is a set of skills or actions that put your
power to work. Others feel influenced when they are
treated with respect and offered a choice.
Manipulation
Manipulation is not creating a relationship and may
not be repeatable.
Influence is About Relationship
Influence is not a contest. It is a two way process that
involves relationship.
Every time you influence someone you are making it
either easier or harder to influence him or her the next
time.
Influencing Challenges
What actions do you need to influence others to
take?
What are your greatest challenges in influencing?
Identify 2 or 3 upcoming opportunities to influence
someone to support your initiatives.
Expressive and Receptive Influence Actions
Timing is not always right
Influence Framework
Relationship
Needs to be built over time.
If you don’t have a good working relationship established use someone else that does have the relationship.
Consider the:
PAST
PRESENT
FUTURE
Context
What influences are going on?
e.g. global recession
Consider contextual issues
Could be the perfect time or not.
Approach
Is the HOW?
Tactics
Behaviours
Results
What do you want to achieve?
Be specific
Have an influence goal
An end in mind
Expressive Influence Behaviours
TELLCommunicate the desired action
Suggest
I suggest (propose, recommend etc.) that….
What if we……..
Here’s an idea………
Express needs
It’s important to me that…….
Here’s what I would like…….
I need…….
SELLConvince the other to commit to action
Offer reasons
The reasons are……
Here’s why…..
My analysis shows…..
Refer to shared values/goals
You and I are both concerned about…
This could help us achieve……
We both believe in……
NEGOTIATEGive the other a vested interest in action
Offer incentives
If you will do this, I will…..
In exchange, I will……
Here’s my offer…..
Describe consequences
I need to let you know the consequences of…
If you don’t (won’t, can’t), I’ll need to……
Here’s what we face if……
ENLISTCreate enthusiasm and alignment
Envision
Here’s what I believe could happen…..
Picture this……
I can see us……
Encourage
I know you can do this – remember when you…
I know that you are capable of…..
I believe that as a team……
Receptive Influence Behaviours
INQUIREGet information or involvement; guide thinking
Ask open-ended questions
What do you think about…?
How do you think we could…?
What concerns you about….?
Draw out
Tell me more about……
Help me understand…..
How do you see that working?
• Who
• What
• Why
• When
• Where
• How
LISTENLearn real limits or expand other’s thinking
Check understanding
So you think (hope, feel, believe, etc)…..
You’re saying that…..
So, from your point of view……
Test implications
I’m wondering if you might be concerned about…
If you do X, you are concerned about Y. Is that right?
ATTUNEBuild trust or increase openness
Identify with other
I feel (have felt) exactly the same way when….
If I were you, I might be feeling (thinking etc.)…
Disclose
I could really use your help on……
You’re right. I should have…..
I’m certain about…..
FACILITATEGet other to take responsibility for action
Clarify issues
So your dilemma (bind, concern, etc.) is….
On the one hand you……and on the other…..
Pose challenging questions
What options have you considered for…?
What would it take for you to…?
What action could you take to…?
The Magic of Influence
The magic of influence happens when you combine
them together.
Key Idea
Influence happens in the mind of the other person.
Regardless of your intention, if the other’s mind
doesn’t move, influence has not occurred
Key Idea
Keep a good balance between expressing your ideas
and soliciting the ideas and concerns of the other.
Key Idea
If you want to influence someone, never do anything
that makes him or her look or feel bad, wrong, or
stupid.
Effective Influence Requires Versatility...
Exercising Influence Instrument
Self-Assessment
Exercising Influence Instrument — Results