1. Andrew L. Urich, J.D. Puterbaugh Professor of Ethics & Legal Studies Spears School of Business Oklahoma State University aurich@okstate.edu www.andrewurich.com The Power of Influence Building Profitable Relationships

2. www.andrewurich.com Can I Influence You? McDonald’s Coffee Case Is $3 Million Reasonable?

3. www.andrewurich.com Idea #1 The Facts Don’t Matter The facts don’t matter– if no one believes them! Politics The marketing guy & the finance guy Ability to influence could literally be a matter of life and death.

4. www.andrewurich.com Idea #2 You Can Open Closed Minds Things are exactly as people choose to see them. Is it important enough to care?

5. www.andrewurich.com Idea #3 Conflict Is Underrated Everyone wants to participate in decisions that affect them. Dispersion of power causes conflict and growing pains. Conflict identifies opportunities for improvement.

6. www.andrewurich.com Idea #4 Authority 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

7. www.andrewurich.com Idea #5 When is “Sucking Up” actually “Sucking Up?” My neighbor’s pictures Baby pictures The IT people

8. www.andrewurich.com Idea #6 You Have a Point of View Are you impacted by experience? (Driving Rule of Relativity) Their life experience is different than yours.

9. www.andrewurich.com Idea # 7 Learn to Become Even More Likeable Why we like each other Compliments

10. www.andrewurich.com Idea #8 Use 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

11. www.andrewurich.com Idea #9 Always be Considerate How would you feel if someone proved you wrong? Be very considerate

12. www.andrewurich.com 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.

13. www.andrewurich.com 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)

14. www.andrewurich.com Thank You Please keep in touch aurich@okstate.edu www.andrewurich.com aurich@okstate.edu I Like You!

15. 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.