Developing Influence: Lessons from the Research
The Power of Persuasion:Developing Influence to Become Your Own Best AdvocateDr. Ken HaycockOctober, 2015
Why? Powerful, not coercion or intimidation / Key principle = satisfice / 1st sufficidently satifactory solution to problem1
GRASS GREENER, STILL TO MOW.DEAD HORSE. DISMOUNT. GOVT SET UP CTTE, WHIP HORSE, FIND NEW RIDER, VISIT OTHER SITES (BEST PRAC), PROMOTE RIDER, ASK $ NEW HORSE. ONLY WORSE THAN FEAR, REGRET.2
Applying What We Know
Death by Opportunity?
For and Not-for-Profit. Mission. Discuss Collins.PASSION AMAZING FLOTATION DEV., NOT SICK GET BETTER.ROI / SELF. ROTI. ISSUE = ANALYSIS AND ADD VALUE.5
What Works and does not
Collaboration / Staff D / Volunteers / Legitimacy/Trust/Relations / View of Colleagues. Common Tactics: Rational; Inspir Appeals; Consult; Least: exchange, coalitions, press. Least success: controlling, power.Power: elected, business, press.
Trust is CriticalCharacterCompetenceConfidenceCredibilityCongruence
Connect Agendas; Their Reasons/Not Yours; About Respect; BankingRole of Principal [staff mtg]
The Means Not The End
situation? who? hope to acc? barriers? Fill page 3. Discuss.Contrast (always) compared to what? Dont save best for last, Lead w/best option
Each=activate/ amplify / Initiate Build Repair: Liking/ Rec; Moving in Your Direction/Evidence: Consensus/ Auth; Next Time/ Easier: Consistency/ Scarcity. Contrast always available Compared to what? What you do FIRST!
Initiate Build Repair /Making friends to influence people. Yes when they know we genuinely like them. Activate: similarity, praise, cooperationAmplify: Like them first. Uncover: power of similarities, areas for genuine compliments, opportunities for cooperation. Union tension
Initiate Build Repair. Feel obligated when you give first. You, then me, then you, then me Activate: Gifts (unexpected, custom, meaningful); examples. Amplify: Concessions: Moment of power (walk in or away). Be the first to give: service; information; concessions. Mints.respond to thanks diff. ST: Movie Sets/Lunches. If doing anyway, do positively/liking.
Moving in Your Direction/Evidence: Consensus. Groups attract. What others like them are doing when uncertain.Activate: by evidence of how others feel, think, act in relevant setting (testimonials). Amplify: Unleash people power by showing:Responses of many others, others past successes, testimonials of similar others, uncertainty. Always use/ focus on behaviors you want/ get op ldrs to transmit. Hotel towels.
Moving in Your Direction/Evidence: Showing knowing. Credible experts and unbiased sources of information to decide what should do. Wm Peterson CSI Congress. Activate: cuesclothes, titles, accomplishments. Jaywalking. Amplify: credibilityexpertise, trustworthiness. Establish position through professionalism, industry knowledge, your credentials, outside intros, secure enough/ admitting weakness first. Campbell/Clark. SOPPADA
Next Time/Easier: Consistency. The starting point. Consistent to prior position / values / beliefs. Activate: commitment. Amplify: active (write down), public (accountability), voluntary (comply against will, still same opinion). pressure to be consist/ prior action nb/ active commitments (email/sign), public commitments/ asking/ telling/ cornering>--dont make easier by doing all the work15
Next Time/Easier / Scarcity/ more valuable, less avail/ rare or dwindling/ unique or uncommon benefits not elsewhere; genuine; dont beg; share 1st let know they are 1st. ST enrolment.
The Values Pyramid
EnvironmentalIs it an issue?
ValuesCongruent?PoliticalSupport?EconomicWhat will it cost?TechnicalCan we do it?Rosenblum, E. & Anderson, J. (2006). The water reclamation matrix: A framework for sustainable urban water use. In M. B. Beck & A. Speers, 2nd IWA Leading-Edge on Sustainability in Water-Limited Environments.IWA Publishing.
Yes! 50 Scientifically-Proven WaysWhen they think about persuasion, most people emphasize their own experiences too much, rather than depending on data or techniques.
Increase your persuasive power by understanding the core principles.
A small gift or favor will make you more persuasive. People will want to pay you back.
The public believes in authority, so enlist higher-ups on your side.
Yes!People want to be consistent and committed, so show how your proposal aligns with their values.
The rarer something is, the more people want it.(note the problem of free)
Individuals want to be liked, so practice seeing the good in them.
People tend to follow the majority. By establishing norms, you can get them to act as you wish.
Admit your errors. Demonstrating honesty increases your influence..
WORK POND. 4Es.20
Focus and PlanOn the Relationship (Networks!)On the ApproachOn the Context (for the individual, the system, the organization, the culture, the timing)On the Issues (determine arguments that support/against; determine costs/benefits to the other; assess vested interests and needs; provide examples and benchmarks)
SoIt is about leadership and relationshipsEvidence is not the issue althoughIt is understanding the targetIt is understanding the strategies whiningWe need to exercise social influenceThe relationship is the message networksTomorrow is too late to start
Moving Forward. Preliminary thoughts. Used Car Dealers Model.
Further ReadingFor funWork the pond! Use the power of positive networking to leap forward in work and life. Darcy Rezac, Judy Thomson, and Gayle Hallgren-Rezac. Old Tappan, NJ: Prentice-Hall, 2005. Yes! 50 scientifically proven ways to be persuasive. Noah Goldstein, Steve Martin and Robert Cialdini. Free Press, 2008.More heavy dutyInfluence: Science and practice. 4th edition. Robert Cialdini. Allyn & Bacon, 2001.Also recent articles by and about Cialdini in Harvard Business Review and Scientific American.
Thank you!Questions?Need further information?Looking for additional readings?
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