Art of influence_ebb_fpdf
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Attaining Justice often means influencing others to change what they do. But what if it's your boss, or don't want to listen? Positively influencing others is about using your personal power to engage others, make a difference, and sustain and even build the relationship you have.
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Art of influence_ebb_fpdf
- 1. Ralph Blundell ‘The art of influencing”
- 2. Influence
- 3. Influence Positive influence is the application of personal power to bring about change in others or make a difference to the situation in a way that builds, or at least maintains, the long term relationship
- 4. Influence • A quick and easy way to estimate what approach might work. • Influence and energy - push or pull? • The communication styles that work best, and work best for you. • Practice.
- 5. Influence • A quick and easy way to estimate what approach might work. • Influence and energy - push or pull? • The communication styles that work best, and work best for you. • Practice.
- 6. Influence • A quick and easy way to estimate what approach might work. • Influence and energy - push or pull? • The communication styles that work best, and work best for you. • Practice.
- 8. Influence and energy My agenda ! ! PUSH! ! ! Aggressive Your agenda ! ! PULL! ! ! Passive Which is your favourite energy?
- 9. Influence and energy My agenda ! ! PUSH! ! ! Aggressive Your agenda ! ! PULL! ! ! Passive Which is your favourite energy?
- 10. Influence and energy My agenda ! ! PUSH! ! ! Aggressive Your agenda ! ! PULL! ! ! Passive Which is your favourite energy?
- 12. Influence and energy Energy Influence style Components Push Persuading Proposing and reasoning Push Asserting Giving feedback Stating expectations Positive and negative consequences Pull Empathising Active listening, questions Being open Pull Collaborating Finding common ground Sharing aspirations
- 14. Influence and energy Gaining entry (Inclusion) Moving to action (Control) Monitor and sustain trust
- 15. Influence and energy Gaining entry (Inclusion) Moving to action (Control) Monitor and sustain trust push/pull PULL/push PUSH/pull
- 18. Influence and WMD • Words~Choice, jargon, clarity, directness • Music~Pace, pitch, rhythm, emphasis, silence • Dance~Stance and posture, non verbal, eye contact, movement and use of space
- 19. Influence and WMD • Words~Choice, jargon, clarity, directness 7% • Music~Pace, pitch, rhythm, emphasis, silence 38% • Dance~Stance and posture, non verbal, eye contact, movement and use of space 55%
- 20. Influence and WMD • Words~Choice, jargon, clarity, directness 7% • Music~Pace, pitch, rhythm, emphasis, silence 38% • Dance~Stance and posture, non verbal, eye contact, movement and use of space 55% To be effective the WMD must align.
- 21. Empathising
- 22. Empathising Understanding the other persons point of view has three • Active listening • Asking questions elements • Being open and disclosing The object is to build trust in the relationship
- 23. Empathising Understanding the other persons point of view has three • Active listening • Asking questions elements • Being open and disclosing The object is to build trust in the relationship
- 24. Active Listening • Pay full attention • Reflect data and feelings • Paraphrase • Summarise
- 25. Active Listening • Pay full attention • Reflect data and feelings • Paraphrase • Summarise Words Let me check I've understood You look angry, happy ! Music and dance Encouraging, warm sincere good eye contact open body posture Match and mirror
- 26. Asking questions • For full understanding • Encourage more • Data • Feelings
- 27. Asking questions • For full understanding • Encourage more • Data • Feelings Words Tell me more ... How, when, where What do you feel about ! Music and dance Encouraging, warm sincere good eye contact open body posture Match and mirror
- 28. Being open • Relevant and helpful • Data and feelings • Genuine • Professional and personal
- 29. Being open • Relevant and helpful • Data and feelings • Genuine • Professional and personal Words I had a similar experience ... I have xx that you might find helpful ! Music and dance Encouraging, warm sincere good eye contact open body posture Match and mirror
- 30. Asserting
- 31. Asserting The Words • Give feedback to reinforce positive and change negative behaviour • State expectations, be direct and clear about what you want from the other person • Create positive and negative consequences, make sure they are deliverable and relevant, and that they are valuable to the other person
- 32. Asserting The Music • Firm, loud enough, forceful if the situation requires • Clear articulation • Steady pace • Emphasise key words
- 33. Asserting The Dance • Strong eye contact • Grounded - feet well planted • Upright yet relaxed • Waist high gestures, firm, chopping hands • Match your degree of conviction
- 34. Asserting-key points • Purpose is to be clear with others • You have legitimate needs to achieve goals • Work from gut feel not logic, do not use reasons to back up your assertion • It is personal - you and I • Set the context first, then ask for what you want • Escalate strength through words, music and dance