developing resilience, persuasion and influence the ... · developing resilience, persuasion and...
TRANSCRIPT
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Prepared by Dr Mark Hughes, mch: positive impact
www.mchpositiveimpact.com
© Copyright by M.C. Hughes Consulting Limited, 2016 v7
Increasing the positive impact of individuals and Third
Sector organisations through staff development
Developing Resilience, Persuasion and Influence the Emotionally Intelligent Way
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2
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Overview of Session
3
Persuasion
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Overview of Session
4
Persuasion 6 Universal Principles
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Overview of Session
5
Persuasion 6 Universal Principles
Versus Influence
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Overview of Session
6
Persuasion 6 Universal Principles
Versus Influence Trust
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Overview of Session
7
Persuasion 6 Universal Principles
Versus Influence Trust
Emotional Intelligence
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Overview of Session
8
Persuasion 6 Universal Principles
Versus Influence Trust
Emotional Intelligence
Resilience
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Overview of Session
9
Persuasion 6 Universal Principles
Versus Influence Trust
Emotional Intelligence
Resilience
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Overview of Session
10
Persuasion Versus Influence
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Similarities between Persuasion and Influence
11
Aim of Both: To make someone
think, feel or act in a particular way
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Similarities between Persuasion and Influence
12
Aim of Both: To impact on
decision making
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How Decisions are Made
While decisions may be justified with logic, they are invariably driven by
emotion.
13 The Feeling Of What Happens: Body, Emotion and the Making of Consciousness, Antonio Damasio
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How Decisions are Made
14
REDUCE BAD
INCREASE GOOD
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How Decisions are Made
15
REDUCE
Pain
Fear Hurt
Difficulty
INCREASE
Anger
Insecurity
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How Decisions are Made
16
REDUCE
Ego
Pain
Fear Hurt
INCREASE
Pleasure
Safety
Stuff! i.e.Greed
Ego
Anger
Happiness
Difficulty
Insecurity
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How Decisions are Made
17
REDUCE
Ego
Pain
Fear Hurt
INCREASE
Pleasure
Safety
Stuff! i.e.Greed
Ego
BAD &
GOOD
Anger
Happiness
Difficulty
Insecurity
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Persuading others involves working out
how you can
reduce the ‘bad’ and/or
increase the ‘good’ 18
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"The best move you can make … is to think of an
incentive the other person hasn't even
thought of - and then meet it."
Eli Broad, Entrepreneur & Philanthropist
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Overview of Session
20
Persuasion 6 Universal Principles
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Universal Principles for Persuasion
21
1.Reciprocity
Based on research by Robert Cialdini and Steve Martin. For a visual summary see:
https://www.youtube.com/watch?v=cFdCzN7RYbw
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Reciprocity and the Mint Study
22
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Reciprocity and the Mint Study
23
Key Take-Aways: • Be the first to give
• Personalise it
• Make it
unexpected
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Charitable Case Study
24
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Percentage of Employees that Donated a Day’s Salary
25
Generic Email
Personalised Email from
CEO
5%
12%
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Percentage of Employees that Donated a Day’s Salary
26
Generic Email
Personalised Email from CEO
5%
12%
Receipt of a Branded Sweet
from a Volunteer before Request
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Percentage of Employees that Donated a Day’s Salary
27
Generic Email
Personalised Email from CEO
5%
12%
Cited on Positive Studio website. http://www.positivestudio.co.uk/
Receipt of a Branded Sweet
from a Volunteer before Request
Generic Email
Personalised Email from CEO
11%
17%
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28
1.Reciprocity 2.Scarcity
Based on research by Robert Cialdini and Steve Martin. For a visual summary see:
https://www.youtube.com/watch?v=cFdCzN7RYbw
Universal Principles for Persuasion
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Scarcity and Concorde
29
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Scarcity and Concorde
30
Highlights impact of stressing: • What you stand to
lose
• Uniqueness
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31
1.Reciprocity 2.Scarcity 3.Authority
Based on research by Robert Cialdini and Steve Martin. For a visual summary see:
https://www.youtube.com/watch?v=cFdCzN7RYbw
Universal Principles for Persuasion
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Impact of Testimonials
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33
Impact of Testimonials
20% more appointments
15% more contracts signed
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34
Impact of Testimonials
20% more appointments
15% more contracts signed
Let me put you through to our lettings team.
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35
Impact of Testimonials
20% more appointments
15% more contracts signed
Let me put you through to Bill in our
lettings team. He has over 10 years of experience in letting
properties in your area.
Let me put you through to our lettings team.
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36
Who Can Give You an Introduction
which Testifies to Your Credibility?
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37
1.Reciprocity 2.Scarcity 3.Authority 4.Consistency
Based on research by Robert Cialdini and Steve Martin. For a visual summary see:
https://www.youtube.com/watch?v=cFdCzN7RYbw
Universal Principles for Persuasion
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Consistency – The Stepping Stone Approach
38
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Consistency – The Stepping Stone Approach
39
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40
1.Reciprocity 2.Scarcity 3.Authority 4.Consistency 5.Consensus
Based on research by Robert Cialdini and Steve Martin. For a visual summary see:
https://www.youtube.com/watch?v=cFdCzN7RYbw
Universal Principles for Persuasion
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Consensus and Legacies
41
Baseline for Legacies 4.9%
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Consensus and Legacies
42
Baseline for Legacies
“Would you like to leave any money to charity in
your will?”
4.9%
10.4%
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Consensus and Legacies
43 Based on research conducted by the UK Government’s Cabinet Office Behavioural Insights Team
Baseline for Legacies
“Would you like to leave any money to charity in
your will?”
4.9%
10.4%
“Many of our clients like to leave money to charity in their will. Are there any causes you are passionate about?”
15.4%
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44
1.Reciprocity 2.Scarcity 3.Authority 4.Consistency 5.Consensus 6.Liking
Based on research by Robert Cialdini and Steve Martin. For a visual summary see:
https://www.youtube.com/watch?v=cFdCzN7RYbw
Universal Principles for Persuasion
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Making People Like You
45
Similarities &
Compliments
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Business School Negotiation Exercise
46
Time = Money 55% reached agreement
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Business School Negotiation Exercise
47
Time = Money
Find out something you
have in common before negotiating
55% reached agreement
90% reached agreement
Agreement worth 18% more to both
parties
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What are Other Ways to Build
Rapport?
48
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49
• Like to take direct action/Primarily interested in the here and now • Think on their feet • Prefer short sessions and plenty of variety • Like opportunities to initiate, participate and have fun
Activists
What is the learning style of the person you’re trying to persuade?
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• Like to take direct action/Primarily interested in the here and now • Think on their feet • Prefer short sessions and plenty of variety • Like opportunities to initiate, participate and have fun
• Like to learn based on proven concepts and models • Think analytically and logically • Prefer a sequential approach to problems • Like structure and logical presentation
Activists
Theorists
What is the learning style of the person you’re trying to persuade?
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51
• Like to take direct action/Primarily interested in the here and now • Think on their feet • Prefer short sessions and plenty of variety • Like opportunities to initiate, participate and have fun
• Like to learn based on proven concepts and models • Think analytically and logically • Prefer a sequential approach to problems • Like structure and logical presentation
• Like to see how things work • Think in practical terms • Prefer to see the relevance of their work/learning • Like activities to be real
Activists
Theorists
Pragmatists
What is the learning style of the person you’re trying to persuade?
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52
• Like to take direct action/Primarily interested in the here and now • Think on their feet • Prefer short sessions and plenty of variety • Like opportunities to initiate, participate and have fun
• Like to think about things in detail before taking action • Like thorough preparation • Prefer to make decisions in their own time • Like to listen, observe and evaluate
• Like to learn based on proven concepts and models • Think analytically and logically • Prefer a sequential approach to problems • Like structure and logical presentation
• Like to see how things work • Think in practical terms • Prefer to see the relevance of their work/learning • Like activities to be real
Activists
Reflectors
Theorists
Pragmatists
Based on Honey and Mumford Learning Styles Model
What is the learning style of the person you’re trying to persuade?
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53
1.Reciprocity 2.Scarcity 3.Authority 4.Consistency 5.Consensus 6.Liking
Based on research by Robert Cialdini and Steve Martin. For a visual summary see:
https://www.youtube.com/watch?v=cFdCzN7RYbw
Universal Principles for Persuasion
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Which principle would work best on
the person you want to persuade?
54
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55
1.Reciprocity 2.Scarcity 3.Authority 4.Consistency 5.Consensus 6.Liking
Based on research by Robert Cialdini and Steve Martin. For a visual summary see:
https://www.youtube.com/watch?v=cFdCzN7RYbw
Universal Principles for Persuasion
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56
Persuasion Vs
Influence
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Differences between Persuasion and Influence
57
Words
Reputation
Persuasion
Influence
Approach
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Differences between Persuasion and Influence
58
Words Not
Necessary
Reputation Crucial
Persuasion
Influence
Approach Trust
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Keys to Trust
59
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Keys to Trust
60
RELIABILITY
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Keys to Trust
61
RELIABILITY
ACCEPTANCE
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Keys to Trust
62
RELIABILITY
ACCEPTANCE
OPENNESS
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Keys to Trust
63
RELIABILITY
ACCEPTANCE
OPENNESS
CONGRUENCE
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Which key to trust do you need to
develop?
64
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Overview of Session
65
Persuasion 6 Universal Principles
Versus Influence Trust
Emotional Intelligence
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Daniel Goleman and Emotional Intelligence
66
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Emotional Intelligence The capacity for recognising our own feelings and those of
others, for motivating ourselves and for managing emotions
well in ourselves and in our relationships
Daniel Goleman’s View on Emotional Intelligence
67 Goleman, Daniel. (1995) “Emotional Intelligence." Bloomsbury, New York
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Emotional Intelligence
Self-awareness
Recognising/understanding your emotions and the effect they have on others
Daniel Goleman’s View on Emotional Intelligence
68 Goleman, Daniel. (1995) “Emotional Intelligence." Bloomsbury, New York
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Emotional Intelligence
Self-awareness
Self-regulation
Controlling disruptive moods and thinking before acting
Daniel Goleman’s View on Emotional Intelligence
69 Goleman, Daniel. (1995) “Emotional Intelligence." Bloomsbury, New York
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Emotional Intelligence
Self-awareness
Self-regulation
Motivation
Pursuing goals with an energy/persistence that go beyond money or status
Daniel Goleman’s View on Emotional Intelligence
70 Goleman, Daniel. (1995) “Emotional Intelligence." Bloomsbury, New York
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Emotional Intelligence
Self-awareness
Self-regulation
Motivation
Empathy
Treating people according to their emotional state
Daniel Goleman’s View on Emotional Intelligence
71 Goleman, Daniel. (1995) “Emotional Intelligence." Bloomsbury, New York
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Emotional Intelligence
Self-awareness
Self-regulation
Motivation
Social Skills
Building rapport and managing effective relationships
Empathy
Daniel Goleman’s View on Emotional Intelligence
72 Goleman, Daniel. (1995) “Emotional Intelligence." Bloomsbury, New York
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Self-awareness
Recognising/understanding your emotions and the effect they have on others
Daniel Goleman’s View on Emotional Intelligence
73 Goleman, Daniel. (1995) “Emotional Intelligence." Bloomsbury, New York
Self-regulation
Controlling disruptive moods and thinking before acting
Motivation
Pursuing goals with an energy/persistence that go beyond money or status
Social Skills
Building rapport and managing effective relationships
Empathy
Treating people according to their emotional state
Emotional Intelligence The capacity for recognising our own feelings and those of
others, for motivating ourselves and for managing emotions
well in ourselves and in our relationships
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Overview of Session
74
Persuasion 6 Universal Principles
Versus Influence Trust
Emotional Intelligence
Resilience
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Building Resilience
75
Choose your reality
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We Choose a Tiny Percentage of Reality
76
11 million pieces of
information/second
Brains processes 40 bits/second
Manfred Zimmermann, ‘Neurophysiology of Sensory Systems’, in Fundamentals of Sensory Physiology, R. F. Schmidt, 1986
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Building Resilience
77
Choose your reality
Choose the meaning you give to your reality
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Perceptions of Stress
78
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Perceptions of Stress
79
Group 1 shown
a factual video
on the positive
impact of stress
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Perceptions of Stress
80
Group 2 shown
a factual video
on the negative
impact of stress
Group 1 shown
a factual video
on the positive
impact of stress
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Perceptions of Stress
81
One week
later, group
1 showed a
23% drop in
physical
symptoms
of stress
and a 30%
increase in
productivity
relative to
group 2
Group 2 shown
a factual video
on the negative
impact of stress
Group 1 shown
a factual video
on the positive
impact of stress
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Perceptions of Stress
82
One week
later, group
1 showed a
23% drop in
physical
stress
symptoms
and a 30%
increase in
productivity
relative to
group 2
Group 2 shown
a factual video
on the negative
impact of stress
Group 1 shown
a factual video
on the positive
impact of stress Stress is
inevitable
but its
negative
effects
are not
Detailed in ‘Before Happiness’, by Shawn Achor
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Building Resilience
83
Choose your reality
Choose the meaning you give to your reality
Stay present
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Stress Only Exists in the Past or Future
84
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Stress Only Exists in the Past or Future
85
• Self-talk
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Hard-line Approach to Addressing Negative Self-Talk
86
SUMO
Shut Up Move On
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Stress Only Exists in the Past or Future
87
• Self-talk
• Mindfulness/
Meditation
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Stress Only Exists in the Past or Future
88
• Self-talk
• Mindfulness/
Meditation “Paying attention, in a particular way, on purpose, in the present moment
and non-judgementally.” Dr Jon Kabat-Zinn, Minfulness Researcher
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Building Resilience
89
Choose your reality
Choose the meaning you give to your reality
Stay present
Stay healthy
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Emotions do not Exist in a Vacuum – Adopt the ASICS Logo
90
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Emotions do not Exist in a Vacuum – Adopt the ASICS Logo
91
Anima Sana In
Corpore Sano
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Emotions do not Exist in a Vacuum – Nurturing and Sustaining Relationships
92
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Emotions do not Exist in a Vacuum – Nurturing and Sustaining Relationships
93
It’s 5am and you’re stuck in Aberdeen.
Who would you call?
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94
What are you
going to try to
improve your
resilience?
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Building Resilience
95
Choose your reality
Choose the meaning you give to your reality
Stay present
Stay healthy
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Overview of Session
96
Persuasion 6 Universal Principles
Versus Influence Trust
Emotional Intelligence
Resilience
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97
Thank you and all the best!
Mark Hughes
www.mchpositiveimpact.com
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98
Appendix 1: Mindfulness and Meditation Signposts
http://www.theguardian.com/lifeandstyle/gallery/2011/jan/22/how-to-meditate-ten-steps-
headspace