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Andrew L. Urich, J.D.Puterbaugh Professor of
Ethics & Legal Studies Spears School of BusinessOklahoma State University
The Power of InfluenceBuilding Profitable Relationships
www.andrewurich.com
Can I Influence You?
McDonald’s Coffee CaseIs $3 Million Reasonable?
www.andrewurich.com
Idea #1The Facts Don’t Matter
The facts don’t matter– if no one believes them!PoliticsThe marketing guy & the finance guy
Ability to influence could literally be a matter of
life and death.
www.andrewurich.com
Idea #2You Can Open Closed Minds
Things are exactly as people choose to see them.
Is it important enough to care?
www.andrewurich.com
Idea #3Conflict Is Underrated
Everyone wants to participate in decisions that affect them.
Dispersion of power causes conflict and growing pains.
Conflict identifies opportunities for improvement.
www.andrewurich.com
Idea #4Authority Is OUT.. Influence Is IN
Use competence and commitment instead of position and status.
Team building and leadership are not based on authority.
It’s not what you say….it’s how you make them feel.
We are influencing all of the time– positively or negatively.
The sign in PS 101 My daughter wants to go to Vegas Authority at Tinker Air Force Base
www.andrewurich.com
Idea #5When is “Sucking Up” actually “Sucking Up?”
My neighbor’s pictures
Baby pictures
The IT people
www.andrewurich.com
Idea #6You Have a Point of View
Are you impacted by experience? (Driving Rule of Relativity)
Their life experience is different than yours.
www.andrewurich.com
Idea # 7Learn to Become Even More Likeable
Why we like each other
Compliments
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Idea #8Use Appearance as a Tool of Influence
Well-Dressed People are Perceived As:
– More productive
– Responsible
– Personally acceptable
– More Intelligent
– More Honest
– Hardworking
– Taking their job seriously
– Being raised properly
www.andrewurich.com
Idea #9Always be Considerate
How would you feel if someone proved you wrong?
Be very considerate
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Plan For Influence Opportunities
• A little preparation saves the day.
• It’s not always what you do say – it’s often what you don’t say.
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Keys to Influence Strategy for Success: Five Factors for Planning 1. Overcome communication blockers.
(First, get them to listen)
2. Look for win/win opportunities (manage self-interest).
3. Become a persuasive messenger. (Be likeable and look the part)
4. Don’t create conflicts and confrontations.(Make them feel good about you)
5. Get control of information and misinformation.(It’s not all about the facts…but facts matter)
www.andrewurich.com
Thank You
Please keep in touch [email protected]
www.andrewurich.com
I Like You!
www.andrewurich.com
References
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 Negotiator's 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.
