1. Slide 1 Improving your Persuasion and Influencing Skills for better negotiated outcomes Presented by Katrena Friel March 2009

2. Slide 2 Influence and Communication Influence is more than communication.  Communication moves information.  Influence moves your ideas into action.  Call to action  Something you can observe

3. Slide 3 Influence and Power Power is a set of resources that you have. Use direct power for emergencies or when you need compliance rather than commitment. Influence is a set of skills or actions that put your power to work. Others feel influenced when they are treated with respect and offered a choice.

4. Slide 4 Manipulation  Manipulation is not creating a relationship and may not be repeatable.

5. Slide 5 Influence is About Relationship Influence is not a contest. It is a two way process that involves relationship. Every time you influence someone you are making it either easier or harder to influence him or her the next time.

6. Slide 6 Influencing Challenges  What actions do you need to influence others to take?  What are your greatest challenges in influencing?  Identify 2 or 3 upcoming opportunities to influence someone to support your initiatives.

7. Slide 7 Expressive and Receptive Influence Actions Timing is not always right

8. Slide 8 Influence Framework

9. Slide 9 Relationship  Needs to be built over time.  If you don’t have a good working relationship established use someone else that does have the relationship.  Consider the:  PAST  PRESENT  FUTURE

10. Slide 10 Context  What influences are going on?  e.g. global recession  Consider contextual issues  Could be the perfect time or not.

11. Slide 11 Approach  Is the HOW?  Tactics  Behaviours

12. Slide 12 Results  What do you want to achieve?  Be specific  Have an influence goal  An end in mind

13. Slide 13 Expressive Influence Behaviours

14. Slide 14 TELL Communicate the desired action  Suggest  I suggest (propose, recommend etc.) that….  What if we……..  Here’s an idea………  Express needs  It’s important to me that…….  Here’s what I would like…….  I need…….

15. Slide 15 SELL Convince the other to commit to action  Offer reasons  The reasons are……  Here’s why…..  My analysis shows…..  Refer to shared values/goals  You and I are both concerned about…  This could help us achieve……  We both believe in……

16. Slide 16 NEGOTIATE Give the other a vested interest in action  Offer incentives  If you will do this, I will…..  In exchange, I will……  Here’s my offer…..  Describe consequences  I need to let you know the consequences of…  If you don’t (won’t, can’t), I’ll need to……  Here’s what we face if……

17. Slide 17 ENLIST Create enthusiasm and alignment  Envision  Here’s what I believe could happen…..  Picture this……  I can see us……  Encourage  I know you can do this – remember when you…  I know that you are capable of…..  I believe that as a team……

18. Slide 18 Receptive Influence Behaviours

19. Slide 19 INQUIRE Get information or involvement; guide thinking  Ask open-ended questions  What do you think about…?  How do you think we could…?  What concerns you about….?  Draw out  Tell me more about……  Help me understand…..  How do you see that working? Who What Why When Where How

20. Slide 20 LISTEN Learn real limits or expand other’s thinking  Check understanding  So you think (hope, feel, believe, etc)…..  You’re saying that…..  So, from your point of view……  Test implications  I’m wondering if you might be concerned about…  If you do X, you are concerned about Y. Is that right?

21. Slide 21 ATTUNE Build trust or increase openness  Identify with other  I feel (have felt) exactly the same way when….  If I were you, I might be feeling (thinking etc.)…  Disclose  I could really use your help on……  You’re right. I should have…..  I’m certain about…..

22. Slide 22 FACILITATE Get other to take responsibility for action  Clarify issues  So your dilemma (bind, concern, etc.) is….  On the one hand you……and on the other…..  Pose challenging questions  What options have you considered for…?  What would it take for you to…?  What action could you take to…?

23. Slide 23 The Magic of Influence  The magic of influence happens when you combine them together.

24. Slide 24 Key Idea Influence happens in the mind of the other person. Regardless of your intention, if the other’s mind doesn’t move, influence has not occurred

25. Slide 25 Key Idea Keep a good balance between expressing your ideas and soliciting the ideas and concerns of the other.

26. Slide 26 Key Idea If you want to influence someone, never do anything that makes him or her look or feel bad, wrong, or stupid.

27. Slide 27 Effective Influence Requires Versatility...

28. Slide 28 Exercising Influence Instrument  Self-Assessment

29. Slide 29 Exercising Influence Instrument — Results