1. Paul Sloane Lateral Leadership Influencing Others

2. Agenda The Three Greeks Lateral Leadership

3. The Three Greeks Ethos Pathos Logos

4. Ethos Credibility Ethics Respect Authority Worth listening to

6. Pathos Appeal to Emotion Feelings Moods Suffering Experience Heart not head

7. Become a Story Teller Anne Mulcahy - Xerox

8. Logos Logic Reason Facts Statistics Internal Consistency Deduction

9. Letter to the Daily Telegraph Sir - The RSPCA is appalled by the idea of an antidepressant for dogs (report, April 25). In most cases, if dogs have plenty of exercise and company, are given proper training and a good diet and environment to live in, they will not become depressed or develop behavioural problems. The Animal Welfare Act makes it a legal requirement for owners to meet the needs of their animals. This drug may be used to hide the fact that a dog is not being cared for properly, and that thousands of dogs will be made to take this drug long term. Pet owners may also be horrified to hear that laboratory experiments were carried out on dogs to test this drug, and that some dogs suffered severe side effects and even died. Would caring dog owners really want that to happen? David McDowell, Acting Chief Veterinary Adviser, RSPCA Penny Hawkins, Senior Scientist, RSPCA, Southwater, West Sussex

10. How can I……… Increase my authority? Build respect? Increase my credibility?

11. How can I……… Understand the emotions of my audience? Appeal to emotions?

12. Role plays Describe a typical situation One person plays the persuader One person plays the client Try to persuade Use Ethos, Pathos, Logos How did they do?

13. Fisher & Sharp – Five Step Process 1. Establish Goals 2. Think Systematically 3. Learn from Experience 4. Engage Others 5. Provide Feedback

14. Summary What did you learn? What will you start doing? What will you stop doing? Action Plan Feedback

15. Paul Sloane www.destination-innovation.com psloane@destination-innovation.com 07831.112321 Lateral Leadership