With Peter Delves

The ethics of influence and persuasion Advanced rapport skills Non-verbal behaviour which influences communication The three means of persuasion Understanding the fundamental influencing styles Using the classic persuasion triggers

How to benefit from this training 1. Engage and focus 2. Listen and question 3. Seek clarification when necessary 4. Try out new things 5. Relax and enjoy the seminar

Improving Performance "We've got this saying, 'performance by the aggregation of marginal gains'... we are always striving for improvement, for those one percent gains, in absolutely every single thing we do." - David Brailsford, British Cycling Team Manager

Ethics of Power, Influence & Persuasion Unethical use of influence can be defined as: “actions taken to achieve influence that would be rendered less effective if the other party knew one’s actual intentions”

Outcomes of Your Influence Total Commitment General agreement Compliance Open disagreement or refusal Hidden Sabotage What is your experience of the above outcomes?

Sources of Power Positional Relational Personal

The 3 Means of Persuasion Pathos The emotions Logos Logic or reasoning Ethos Literally meaning ethics, but in this context it means credibility

Building Credibility Your ideas You as a person Credibility = Trust + Expertise

Ways to Earn Trust Tell both sides of the story as you see it Deliver on your promises Keep confidences Be consistent in your values Encourage the exploration of ideas Put others’ best interests first

Expertise Research your ideas Get firsthand experience Cite trusted sources Prove it Master the language of your topic Don’t hide your credentials Team up with credible allies

Understanding your Audience Identify decision makers, key stakeholders and influencers. Assess your audience’s likely receptivity Determine decision- making styles Don’t forget about politics

Attention Exercise Person A has the role of talking about something that they are genuinely interested in e.g. a hobby, their family, their work, a place they have visited… Person B has the role of giving A their full attention for a minute. After a minute there will be signal, when B gradually starts switching off attention, until at the end of 30 seconds they are completely switched of from A. The second signal will be an indication for B to bring full attention back to A.

RAPPORT We tend to like people who we perceive as being like us To build rapport we need to reflect the other person on some level Quality rapport makes it easier for both parties to communicate and agree

Non-Verbal Behaviours to Enhance Influence Posture Gestures Voice tone and speed Breathing

Rapport Questions Listen Persuade Decision Influencing Steps

Begin with the Right Structure Problem-solution - For uninterested or uninformed audiences Present both sides and refutation - For neutral or hostile audiences Cause and effect - For mixed audiences Motivational Sequence - For supportive audiences

The Persuasion Triggers Contrast Liking Reciprocity Social Proof Commitment & Consistency Authority

How can a new superior product mean more sales of an inferior one?

What tip can you take from those who get them?

What can chess teach us about making persuasive moves?

What persuasion tip can you borrow from Benjamin Franklin?

How can a simple question drastically increase support for you and your ideas?

Social Proof

How can you fight consistency with consistency?

Authority

Influencing Styles

Directive Persuasive Reasoning CollaborativeVisionary Influencing Styles

Influencing Styles Exercise You are two business owners from the Chesterfield chamber of commerce having a meeting with local council members. You are seeking support from the council for an ambitious project to make Chesterfield a national ‘litter free town’. Your ideas include: banning plastic bags from shops and supermarkets, enforcing fines for littering, coordinating a clean up process, projects in schools etc. Even though local businesses are willing to contribute and you intend enlisting volunteers, the campaign will cost money and resources which from you need to obtain from the council.

The ethics of influence and persuasion Advanced rapport skills Non-verbal behaviour which influences communication The three means of persuasion Understanding the fundamental influencing styles Using the classic persuasion triggers