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The Influence Edge
Why Influencing Skills?
Why Influencing Skills?
Influencing skills are important, even if you don’t have clear authority.
Why Influencing Skills?
Success depends on the ability to influence those over whom you have no direct control.
Why Influencing Skills?
Influencing skills can help you get information or persuade people.
Why Influencing Skills?
• Finish work faster
Why Influencing Skills?
• Finish work faster
• Reduce conflict
Why Influencing Skills?
• Finish work faster
• Reduce conflict
• Relieve stress
Why Influencing Skills?
• Finish work faster
• Reduce conflict
• Relieve stress
• Demonstrate that you’re a team player
Why Influencing Skills?
• Finish work faster
• Reduce conflict
• Relieve stress
• Demonstrate that you’re a team player
• Be a better negotiator
Influence Situations
Influence Situations
You need information to accomplish a goal.
Influence Situations
You need management support.
Influence Situations
You need the help of an expert.
Influence Situations
Someone resists your idea after you presented it in a logical, rational way.
Fundamental Factors
Fundamental Factors
• Your Goal
Fundamental Factors
• Your Goal
• The Other Person
Your Goal
Your Goal
• Know who you have to influence
Your Goal
• Know who you have to influence
• Give yourself a time frame
Your Goal
• Know who you have to influence
• Give yourself a time frame
• Know what you want
Your Goal
• Know who you have to influence
• Give yourself a time frame
• Know what you want
• State the goal in positive terms
Your Goal
• Know who you have to influence
• Give yourself a time frame
• Know what you want
• State the goal in positive terms
• Determine if someone else is involved
Your Goal
• Determine your mindset
Your Goal
• Determine your mindset
• Check any assumptions you are making
Your Goal
• Determine your mindset
• Check any assumptions you are making
• Look at the situation objectively
Your Goal
• Determine ways the other person needs you
Your Goal
• Determine ways the other person needs you
• Find someone who has been successful in a similar situation
The Other Person
The Other Person
• Determine what you can do to make it easier for the other person
The Other Person
• Determine what you can do to make it easier for the other person
• Put yourself in the other person’s shoes
The Other Person
• Determine what you can do to make it easier for the other person
• Put yourself in the other person’s shoes
• Try to determine the other person’s mindset
Fundamental Factors
After consideration of the goal and the other person, decide what energies would be most useful in your situation.
Push Energy
Push Energy
Push Energy is direct, forceful and persuasive.
Push Energy
Push Energy gets people to change their course of action.
Push Energy
Use when:
• You know what you want
Push Energy
Use when:
• You know what you want
• You have good reasons to build a case
Push Energy
Use when:
• You know what you want
• You have good reasons to build a case
• You need a more direct approach
Assert
State clearly and directly what you want.
Suggest
Make clear suggestions that are relevant to the situation.
Provide Rationale
Provide reasons or benefits that interest the other person.
Identify Consequences
Identify what may happen if the other person doesn’t do what you ask.
Pull Energy
Pull Energy
Pull Energy is inclusive and involving.
Pull Energy
Pull Energy helps the other person see alternatives.
Pull Energy
Use when:
• You want to build a relationship
Pull Energy
Use when:
• You want to build a relationship
• You need the involvement of others
Pull Energy
Use when:
• You want to build a relationship
• You need the involvement of others
• You require additional information
Open-Ended Questions
Ask questions to gather information, and to find out what the other person is thinking.
Open-Ended Questions
Encourage the involvement of the other person.
Focused Questions
Ask questions that help the other person focus on alternatives.
Summarize
Summarize what the other person has said, so you can clarify issues and demonstrate understanding.
Disclose
Disclose information that helps build trust.
Push/Pull Energy
Push/Pull Energy
Push/Pull is a blend of both Push and Pull energies.
Push/Pull Energy
Use when:
• You need to address conflict
Push/Pull Energy
Use when:
• You need to address conflict
• You want to create breakthrough results
Push/Pull Energy
Use when:
• You need to address conflict
• You want to create breakthrough results
• You want to provide meaningful exchanges
Offer Incentives
Offer incentives to make it easier for the other person to do what you are asking.
Highlight Commonalities
Highlight goals, values and positions that are similar and different.
Create a Vision
Create a positive vision of what might happen if the other person does what you want.
The Influence Edge
