1. THE POWER OF INFLUENCEAndrew L. Urich, J.D.Puterbaugh Professor of Ethics & Legal Studies aurich@okstate.edu www.andrewurich.comwww.facebook.com/ProfessorUrich

2. Can I Persuade You?HSE 2012 Leadership ConferenceMcDonalds Coffee CaseIs $3 Million Reasonable?One company unlimited solutions 3. Idea #1The Facts Dont Matter HSE 2012 Leadership Conference Ability to influence is a key to success. The FACTS dont matter. Politics The marketing guy & the finance guy A matter of life and death.One company unlimited solutions 4. Idea #2People Are Annoying I am a hypocrite.HSE 2012 Leadership Conference I play favorites. I interpret rules in a way that benefits me. I have been known to ignore rules that get in my way. I like people better if they like me. I dont even know 1/10th of 1% about anything, but I think I know everything.One company unlimited solutions 5. Idea #2People Are AnnoyingHSE 2012 Leadership Conference I like my ideas better just because theyre mine. I think its fun to say no when I have the power to do so. You cannot change how I see the world. It is important to me to look good in the eyes of others. If you compete with me I will try very hard to win.One company unlimited solutions 6. Idea #2People Are AnnoyingHSE 2012 Leadership Conference I like to be right. I love to say I told you so. I hate to admit Im wrong even in those rare situations when itlooks like I might be. Heres how I make decisions: I decide what I want the answerto be and then make up the logical reasons to support mydecision.One company unlimited solutions 7. Idea #3 Conflict Is UnderratedHSE 2012 Leadership Conference Everyone wants to participate in decisions that affectthem. Dispersion of power causes conflict and growingpains. Conflict identifies opportunities for improvement.One company unlimited solutions 8. Idea #4 Authority Is OUT Influence Is INHSE 2012 Leadership Conference Use competence and commitment instead of position andstatus. Team building and leadership are not based on authority. We are influencing all of the time positively ornegatively. The sign in PS 101 My daughter wants to go to Vegas Authority at Tinker Air Force BaseOne company unlimited solutions 9. Idea #5When is Sucking Up actually Sucking Up?HSE 2012 Leadership Conference Its not what you say.its how you make them feel.My neighbors picturesBaby picturesThe IT peopleOne company unlimited solutions 10. The Advantage of Ethical InfluenceHSE 2012 Leadership ConferenceA lie can travel halfway around theworld while the truth is putting on itsshoes. -- Mark TwainOne company unlimited solutions 11. Keys to Influence &Informal NegotiationHSE 2012 Leadership Conference Strategy for Success: Plan in advance! A little preparation saves the day. Its not always what you do say its often what you dont say.One company unlimited solutions 12. Keys to InfluenceStrategy for Success: Five Factors for PlanningHSE 2012 Leadership Conference Overcome communication blockers. (First, get them to listen) Look for win/win opportunities (Manage self-interest). Become a persuasive messenger. (Be likeable and look the part) Dont create conflicts and confrontations. (Make them feel good about you) Get control of information and misinformation. (Its not all about the factsbut facts are important)One company unlimited solutions 13. Communication Blockers HSE 2012 Leadership Conference Limit the impact of your point of view Overcome the bias of others Learn to open closed mindsOne company unlimited solutionsSlide 13 14. Communication BlockersMultiple Choice Question HSE 2012 Leadership Conferencea) U.S.D.A.b) A.A.A.E.c) OSU Ag Colleged) K FedOne company unlimited solutions 15. Communication Blockers Multiple Choice QuestionHSE 2012 Leadership Conferencea)U.S.D.A.b)A.A.A.E.c)OSU Ag Colleged)K FedOne company unlimited solutions 16. Limit the Impact of Your Point of View HSE 2012 Leadership Conference Are you impacted by experience?(Driving Rule of Relativity) Are you assuming everyone should think like you? Could you be wrong?One company unlimited solutions 17. Overcome the Bias of OthersHSE 2012 Leadership Conference What stereotypes might they have about you? How can you outflank their bias? People can only hear and incorporate things they understand.One company unlimited solutions 18. Learn to Open Closed Minds HSE 2012 Leadership Conference Things are exactly as people choose to see them. Is it important enough to care? Value diversity.One company unlimited solutions 19. Win/Win OpportunitiesManaging the Impact of Self Interest HSE 2012 Leadership Conference Building trust Factor in the interests of both sides Make the pie biggerOne company unlimited solutionsSlide 19 20. Concentrate on Building TrustHSE 2012 Leadership Conference Establish source credibility how do they decide whether you are believable? What can you do to build trust and mutual respect? Churchills thoughts on the matter Two key factors: Consistency and Credibility Dont just tell them show them its true!One company unlimited solutions 21. Factor in the Interestsof Both Sides HSE 2012 Leadership Conference How will the other person profit from your relationship? Can you make the other persons job easier? Can you help the other person appear better in the eyes of his/her superiors?One company unlimited solutions 22. Win/WinMake the Pie Bigger Instead of Arguing About How to Slice It HSE 2012 Leadership Conference Win/Win is an attitude. 62% believe in the fixed pie fallacy. Pay close attention to their concerns. Use creativity, diligence and enthusiasm to identify new options.One company unlimited solutions 23. Win/Win Attitude HSE 2012 Leadership Conference Ka-shingOne company unlimited solutions 24. ExerciseUrban Assault VehicleHSE 2012 Leadership ConferenceOne company unlimited solutions 25. Become a Persuasive Manager HSE 2012 Leadership Conference Learn to become more likeable Remember to show appreciationOne company unlimited solutionsSlide 25 26. Learn to Become EVEN More LikeableWe prefer to comply with the requests of people we like.HSE 2012 Leadership Conference We like, trust, and believe people who like us.One company unlimited solutions 27. Learn to Become More LikeableIts not fair but people judge you by your appearance.HSE 2012 Leadership Conference Well-Dressed People are Perceived As: More productive Responsible Personally acceptable More intelligent More honest Hardworking Taking their job seriously Being raised properlyOne company unlimited solutions 28. What Should You Wear? HSE 2012 Leadership Conference Pick your spot on the dress continuum Moderate your personality with your attire. Cover your faults.One company unlimited solutions 29. Impression is Everything HSE 2012 Leadership Conference Pharmaceutical sales Stock market Coca Cola Spot remover Wrinkle Cream Pineapple Diet Dentist & Doctors Your IQOne company unlimited solutions 30. Learn to Become More LikeableHSE 2012 Leadership Conference Consistently search for similarities between yourself and thosewith which you deal. Develop the habit of giving sincere compliments. Familiarity and contact enhance liking.One company unlimited solutions 31. Learn to Become More Likeable HSE 2012 Leadership Conference Listening and taking an interest in the other person Friendliness Body language smiling, nodding, leaning in, eye contact People like optimistic and enthusiastic people.One company unlimited solutions 32. Remember to Show AppreciationHSE 2012 Leadership Conference Everyone wants to be appreciated. Lifes rough give people a break. The drop by.One company unlimited solutions 33. Avoid Conflict and Confrontations HSE 2012 Leadership Conference Learning to deal with irrational people You will never prove them wrong Avoid confrontationsOne company unlimited solutionsSlide 33 34. Learning to Deal With Irrational PeopleStep 1: Assume the person is rational. HSE 2012 Leadership Conference Is there a misunderstanding? Have you hurt their feelings? Do they feel powerless? Are they just cranky?One company unlimited solutions 35. Learning to Deal With Irrational PeopleHSE 2012 Leadership ConferenceStep 2: What if it really is an irrational person? Dostoyevskys buffoon theory. Sometimes you have to be a baggage handler.One company unlimited solutions 36. You Will Never Prove Them Wrong HSE 2012 Leadership Conference Have you ever done it before? Would you rather be right, or would you rather behappy? How would you feel if someone proved youwrong?One company unlimited solutions 37. Avoid Confrontations HSE 2012 Leadership Conference What they say has a lot to do with what you already said. Their life experience is different than yours. Focus on the issue dont make it personal. Be very considerate.One company unlimited solutions 38. Summary of Influence and PersuasionThe Ten Most Important Things to Remember HSE 2012 Leadership Conference 1. The most important thing do they like you? 2. The other most important thing break through communication blockers. 3. Authority is out influence is in. 4. Planning influence opportunities in advance can lead you to great success. 5.Dont just say it show them its true.One company unlimited solutions 39. Summary of Influence and Persuasion The Ten Most Important Things to RememberHSE 2012 Leadership Conference6. You have a point of view.7. Do not underestimate self-interest.8. You will never prove them wrong.9. Its not what you say.its how you make them feel.10. Good relationships provide power, security and success!One company unlimited solutions 40. Thank You! HSE 2012 Leadership Conference Facebook.com/ProfessorUrich @AndrewUrich aurich@okstate.edu www.andrewurich.comI Like You!One company unlimited solutions 41. References HSE 2012 Leadership Conference Ailes, Roger. You Are the Message. New York. Doubleday, 1988. Cialdini, Robert B. Influence: Science and Practice. 3rd Ed. New York: Harper Collins, 1993. Cohen, Herb. You Can Negotiate Anything. Secaucus, N.J.: Lyle Stuart, 1980 Covey, Stephen R. The 7 Habits of Highly Effective People. New York: Simon & Schuster, 1989. Dayton, Doug. Selling Microsoft. Holbrook, MA., Adams Media Corporation, 1997. Fisher, Roger and William Ury. Getting to Yes. New York: Viking Penguin, Inc., 1981. Forsyth, Patrick. The Negotiators Pocketbook. London: Alresford Press Ltd., 1993. Johnson, Spencer. The One Minute Sales Person. William Morrow, N.Y, 1984. Karrass, Chester L. Give and Take. New York: Harper Collins, 1993. Karrass, Chester L. The Negotiating Game. New York: Harper Collins, 1992. Kozicki, Stephen. The Creative Negotiator. Pyrmont, Australia: Gower, 1993. Lewicki, Roy J., et.al. Negotiation. 2nd Edition. Burr Ridge, Il.: Irwin, 1994. Nierenberg, Gerald 1. The Art of Negotiating. New York: Barnes & Noble, 1995. Paul, Richard. Critical Thinking. Santa Rosa, CA: Foundation for Critical Thinking, 1993. Schoonmaker, Alan N. Negotiate to Win: Gaining the Psychological Edge. Englewood Cliffs, N.J.:Prentice Hall, 1989.One company unlimited solutions