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Influencing Skills

Influencing Skills. With Peter Delves. Influencing Skills Agenda. The ethics of influence and persuasion Advanced rapport skills Non-verbal behaviour which influences communication The three means of persuasion Understanding the fundamental influencing styles

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Influencing Skills

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  1. Influencing Skills With Peter Delves

  2. Influencing Skills Agenda The ethics of influence and persuasion Advanced rapport skills Non-verbal behaviour which influences communication The three means of persuasion Understanding the fundamental influencing styles Using the classic persuasion triggers

  3. How to benefit from this training • Engage and focus • Listen and question • Seek clarification when necessary • Try out new things • Relax and enjoy the seminar

  4. Improving Performance • "We've got this saying, 'performance by the aggregation of marginal gains' ... we are always striving for improvement, for those one percent gains, in absolutely every single thing we do."- David Brailsford, British Cycling Team Manager

  5. Ethics of Power, Influence & Persuasion • Unethical use of influence can be defined as: “actions taken to achieve influence that would be rendered less effective if the other party knew one’s actual intentions”

  6. Outcomes of Your Influence • Total Commitment • General agreement • Compliance • Open disagreement or refusal • Hidden Sabotage What is your experience of the above outcomes?

  7. Sources of Power • Positional • Relational • Personal

  8. The 3 Means of Persuasion • Pathos • The emotions • Logos • Logic or reasoning • Ethos • Literally meaning ethics, but in this context it means credibility

  9. Building Credibility • Your ideas • You as a person Credibility = Trust + Expertise

  10. Ways to Earn Trust • Tell both sides of the story as you see it • Deliver on your promises • Keep confidences • Be consistent in your values • Encourage the exploration of ideas • Put others’ best interests first

  11. Expertise • Research your ideas • Get firsthand experience • Cite trusted sources • Prove it • Master the language of your topic • Don’t hide your credentials • Team up with credible allies

  12. Understanding your Audience • Identify decision makers, key stakeholders and influencers. • Assess your audience’s likely receptivity • Determine decision-making styles • Don’t forget about politics

  13. Attention Exercise • Person A has the role of talking about something that they are genuinely interested in e.g. a hobby, their family, their work, a place they have visited… • Person B has the role of giving A their full attention for a minute. After a minute there will be signal, when B gradually starts switching off attention, until at the end of 30 seconds they are completely switched of from A. • The second signal will be an indication for B to bring full attention back to A.

  14. RAPPORT • We tend to like people who we perceive as being like us • To build rapport we need to reflect the other person on some level • Quality rapport makes it easier for both parties to communicate and agree

  15. Non-Verbal Behaviours to Enhance Influence • Posture • Gestures • Voice tone and speed • Breathing

  16. Influencing Steps

  17. Begin with the Right Structure • Problem-solution • For uninterested or uninformed audiences • Present both sides and refutation • For neutral or hostile audiences • Cause and effect • For mixed audiences • Motivational Sequence • For supportive audiences

  18. The Persuasion Triggers • Contrast • Liking • Reciprocity • Social Proof • Commitment & Consistency • Authority

  19. How can a new superior product mean more sales of an inferior one?

  20. What tip can you take from those who get them?

  21. What can chess teach us about making persuasive moves?

  22. What persuasion tip can you borrow from Benjamin Franklin?

  23. How can a simple question drastically increase support for you and your ideas?

  24. Social Proof

  25. How can you fight consistency with consistency?

  26. Authority

  27. Influencing Styles PUSH PULL

  28. Influencing Styles PUSH PULL PersuasiveReasoning Directive Collaborative Visionary

  29. Influencing Styles Exercise • You are two business owners from the Chesterfield chamber of commerce having a meeting with local council members. You are seeking support from the council for an ambitious project to make Chesterfield a national ‘litter free town’. Your ideas include: banning plastic bags from shops and supermarkets, enforcing fines for littering, coordinating a clean up process, projects in schools etc. • Even though local businesses are willing to contribute and you intend enlisting volunteers, the campaign will cost money and resources which from you need to obtain from the council.

  30. Influencing Skills Agenda The ethics of influence and persuasion Advanced rapport skills Non-verbal behaviour which influences communication The three means of persuasion Understanding the fundamental influencing styles Using the classic persuasion triggers

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