with peter delves. the ethics of influence and persuasion advanced rapport skills non-verbal...
TRANSCRIPT
With Peter Delves
Influencing Skills Agenda•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 focus2. Listen and question3. Seek clarification when
necessary 4. Try out new things5. 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 CommitmentGeneral agreementComplianceOpen disagreement
or refusalHidden Sabotage
What is your experience of the above outcomes?
Sources of Power
PositionalRelationalPersonal
The 3 Means of PersuasionPathos
The emotionsLogos
Logic or reasoningEthos
Literally meaning ethics, but in this context it means credibility
Building CredibilityYour ideasYou as a person
Credibility = Trust + Expertise
Ways to Earn TrustTell both sides of the
story as you see itDeliver on your
promisesKeep confidencesBe consistent in your
valuesEncourage the
exploration of ideasPut others’ best
interests first
ExpertiseResearch your ideasGet firsthand
experienceCite trusted sourcesProve itMaster the language of
your topicDon’t hide your
credentialsTeam up with credible
allies
Understanding your AudienceIdentify decision
makers, key stakeholders and influencers.
Assess your audience’s likely receptivity
Determine decision-making styles
Don’t forget about politics
Attention ExercisePerson 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.
RAPPORTWe 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
PostureGesturesVoice tone and
speedBreathing
Rapport
Questions
Listen
Persuade
Decision
Influencing Steps
Begin with the Right StructureProblem-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
ContrastLikingReciprocitySocial ProofCommitment &
ConsistencyAuthority
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
PUSH
Influencing Styles
PULL
DirectivePersuasive Reasoning
Collaborative Visionary
PUSH
Influencing Styles
PULL
Influencing Styles ExerciseYou 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.
Influencing Skills Agenda•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