1. Influencing in your organisation Or how to get people to want to do what you want them to do. Hyproformance Realising Potential

2. “The rule of reciprocation says that we should try to repay, in kind, what another person has provided for us.” This rule, to which all human societies subscribe, has been important in gaining evolutionary advances and hence is deeply ingrained in us.

3. “We prefer to say yes to the requests of people we know and like.”

4. “We are trained from birth to believe that obedience to proper authority is right and disobedience is wrong.”

5. “We determine what is correct by finding out what other people think is correct.” We are strongly influenced by the actions of others.

6. “Once we make a choice or take a stand, we will encounter personal and interpersonal pressures to behave consistently with that commitment.”

7. “Opportunities seem more valuable to us when they are less available.”

8. In groups 1.Where have you seen this principle used? Give 2 examples 2.How can this principle be used in your organisation? Suggest multiple ways 3. Feedback Highlights

9. Hyproformance Realising Potential “It was a real eye opener; how you can change the way things are done with such subtle changes in your language.” Participant, BP “Everything about the course was fantastic, however the areas where we were taught to look at our inner dialogue and confidence issues really helped me.” Participant, Shell “First class training. She faced a tricky task – teaching old dogs new tricks – but got full engagement from the team and gave us so many good ideas that have really helped us develop and move on.” Steve Rowe, CEO Chilworth Global “This one day workshop with Stellar Learning had far greater impact than the five days of training that we’d done before. The return on investment has been huge.” Dave Spacey, Volvo Trucks