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