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Ten Things You Can Do To Influence By Design Not By Chance
| Guest post by: Clive Hook |
Article Overview: Influence needs preparation – lucky breaks happen but for something important you can’t leave it to chance. You must have a structure or map which ensures you can mentally establish where you are and where you need to go next. This is your starting point or checklist but not your script. Be ready to rethink...
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Free Download - Leadership Development in Different Cultures - What's Your Leadership Model? By Clive Hook |
Ten Things You Can Do To Influence By Design Not By Chance
1 Influence needs
preparation – lucky breaks happen but for something important you can’t leave
it to chance. Be clear what your desired
end results are for this particular meeting and have a structure or map which
ensures you can mentally establish where you are and where you need to go next.
2 Write bullet
points around each of the headings listed below. Divide a piece of paper into four with two
headings in each section. Preparation
and Pleasantries, Position and Problems, Possibilities and Preferences, Proposals
and Proactivity. This is your starting
point or checklist but not your script. Be ready to rethink...
3 Preparation – Start with the end in
mind. Be clear what you want to achieve
from the influencing interaction or conversation. Experience shows that it’s better to have one
clear objective and focus your attention around that. Prepare exactly what you are going to say to
explain your desired end result.
4 Pleasantries – Different people will
like differing amounts of non-business talk so be guided by how the other
person operates. Make this stage more
than just niceties, and establish what you would like to achieve by sharing
your desired end result and establishing what they would like out of the
meeting.
5 Position – Establishing current reality
is as important as the desired end results.
You need to establish what the current position (particularly their
current position) is in relation to your desired end result. They may know nothing about it or may be
violently opposed – you need to know where they are.
6 Problem – What is it about the current
position that is a problem for the other person? If problem sounds too negative think
“perspective” – how do they perceive the current position – is it good news or
not for them? Does what you want create
a win or a loss for them?
7 Possibilities – To start moving towards
resolution of any differences and a wise outcome means establishing what the
possible ways forward might be. This is
a joint problem solving stage so it’s about floating ideas for consideration
and getting engagement - not about choosing something that seems right at first
sight.
8 Preferences – With a range of
possibilities on the table it’s useful to consider what preferences there are
which would affect the choice. Try to
focus on the interests the parties concerned are trying to uphold rather than
simply which of the possibilities you prefer – what criteria will help you
choose?
9 Proposals – Now is the time to
choose...and your job is to obtain a clearly stated proposal that takes into account
the possibilities and preferences already discussed and agreed. Either make a proposal yourself (push) or ask
them what they would propose (pull) which meets the criteria for a wise outcome
10 Proactivity – This is more than making
specific plans with target dates (although that’s a major part). Most organisational influencing requires
other people to say “Yes” that aren’t in the room. Check who needs to be consulted or informed
and what needs to happen to get their buy in and commitment.
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About the Author: Clive Hook RSS for Clive's articles - Visit Clive's website Click here to visit Clive's website   Conversation Control Map 1 Your Personal Potential Behaviour Descriptions |
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