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

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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

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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.

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Rapport

12 Confidential HRG – Learning Series

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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.

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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.

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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.

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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.

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Hypnotize

23 Confidential HRG – Learning Series

Readiness, Speech Patterns.Remember that people want

to please someone they admire and respect.

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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

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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