Influence
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Transcript of Influence
Influence
HR G – Learning Series2 Confidential
At the end of the session, we will be able to:
• Determine specific practical ways of Influencing
• Earmark and appreciate drivers or influence
• Assess where we stand today
• Identify opportunities of improvement
• Underline, lost opportunities and work forward
HR G – Learning Series
What do you need?
3 Confidential HRG – Learning Series
HR G – Learning Series
Influence map
4 Confidential HRG – Learning Series
HR G – Learning Series5 Confidential
Sources of Power • Coercive• Reward• Legitimate• Referent• Expert• Informational
HR G – Learning Series
HR G – Learning Series
What it takes
6 Confidential
HR G – Learning Series
Know what you want !
7 Confidential HRG – Learning Series
What is your purpose in influencing others? In order
to persuade others, you must have the end in mind.
HR G – Learning Series
Ask
8 Confidential HRG – Learning Series
It may seem silly, but sometimes just asking someone to do what you want can get them to do it.
Just make sure you say “please” and “thank you.”
HR G – Learning Series
Research
9 Confidential HRG – Learning Series
Research facts and arguments that prove your point of view.
HR G – Learning Series
Understand POVs
10
Demonstrate that your point of view also reflects their beliefs,
too.10 Confidential
HR G – Learning Series
Be the expert
11 Confidential HRG – Learning Series
Whether you like it or not, people respect authority figures.
When you become the expert, you have the power of influence
on your side.
HR G – Learning Series
Rapport
12 Confidential HRG – Learning Series
HR G – Learning Series
What you have in Common
13 Confidential HRG – Learning Series
Find a thread of common interest and build from there.
HR G – Learning Series
Get endorsements
14 Confidential HRG – Learning Series
People love to follow the trends set by others. Get someone notable to endorse you and you’re sure to influence masses.
HR G – Learning Series
Use Scarcity
15 Confidential HRG – Learning Series
People assign more value to objects and opportunities that come in limited quantities. So
don't try to influence others too often. If you do, it won’t seem
genuine.
HR G – Learning Series
Communicate
16 Confidential HRG – Learning Series
• Advocate & Inquire• Listen • Confidence• Authoritative (powerful)
HR G – Learning Series
Be Passionate
17 Confidential HRG – Learning Series
Passion, alone, can persuade others.
You can be just the flame they need to
light their fire.
HR G – Learning Series
Reason with them
Explain your position. Focus on the answer to their burning question: “What’s in it for me?”.
18 Confidential HR G – Learning Series
HR G – Learning Series
Compromise
19 Confidential HRG – Learning Series
Getting someone to do what you want often involves
communication and negotiation.
HR G – Learning Series
Respect
20 Confidential HRG – Learning Series
You’re more likely to be heard if you're respectful of others.
HR G – Learning Series
Admit mistakes
21 Confidential
If you're wrong, admit it. People will remember you as being fair and
honest...HR G – Learning Series
HR G – Learning Series
Be Likable
22 Confidential HRG – Learning Series
If you want to influence others, they have to like you. If you
show a genuine interest in others and care about them,
they usually will.
HR G – Learning Series
Hypnotize
23 Confidential HRG – Learning Series
Readiness, Speech Patterns.Remember that people want
to please someone they admire and respect.
HR G – Learning Series
Brand yourself
People love brand power. If you can brand yourself as
the go-to guy or gal, others will spread
the word about you. That's influence!.
24 Confidential HR G – Learning Series
HR G – Learning Series25
Smile !!!
Confidential
Age old tool of influence. People
love happy faces / people
HR G – Learning Series
HR G – Learning Series26 Confidential
Techniques• Rational Persuasion
– Using logical arguments and factual evidence
• Inspirational Appeals– Making a request or proposal in a way that generates enthusiasm in others
• Consultation– Soliciting others’ participation early on in making a decision
• Personal Appeals– Appealing to others’ feelings of loyalty or friendship
• Exchange Tactics– Making an implicit or explicit agreement with others to reciprocate in the future with a
favor, sharing of benefits, or other rewards
• Coalition Tactics– Seeking the aid of others to persuade a particular individual or group
• Legitimating Tactics– Claiming authority, organizational rules, practices or policies
HR G – Learning Series27 Confidential27 Confidential HR G – Learning Series