Influence without authority session handout
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This document discusses techniques for influencing others without direct authority over them. It introduces the "Triangle of Influence" which involves understanding who the audience sees as the "hero", what motivates them ("what makes them tick"), and how to create change. The key is appealing to both the heart and mind of the audience by balancing rational arguments with emotional appeals. Stories can help win people over by addressing both their logical and emotional thinking. The goal is to ethically influence or persuade others by understanding their perspective and helping them, not forcing actions upon them against their will.
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Influence without authority session handout
- 1. Influence without Authority Getting your Boss to Agree (and Act!)
- 2. Influence without Authority Influence without Authority Copyright © Corporate Edge Asia Pte Ltd All rights reserved. No part of this product may be reproduced, distributed, or transmitted in any form or by any means, including photocopying, recording, or other electronic or mechanical methods, without the prior written permission of the publisher. Document Revision Revision Date 4/7/2015 able of Contents Influence without Authority 3 Getting your Boss to Agree (and Act!) 3 The ethics of influence 4 Using the Triangle of Influence 5 Who is the hero? 7 What makes them tick? 8 Creating change 9 Where the magic happens 10 Appealing to the Hearts and Minds 11 Balancing Rational and Emotional Appeal 12
- 3. Influence without Authority Influence without Authority Getting your Boss to Agree (and Act!) What do you do when you have no power or authority over the audience? Interestingly. Do you realise that you cannot persuade anyone without using VERBS?
- 4. Influence without Authority Influence without Authority The ethics of influence Most people agree that coercion is unethical and education is ethical. But consider a parent forcing their child to buckle their seat belt or a Government issuing propaganda.
- 5. Influence without Authority Influence without Authority Using the Triangle of Influence There are three things that you can do to make it easier to EDUCATE or PERSUADE your audience ETHICALLY Three questions you need to answer before you can influence someone else.
- 6. Influence without Authority Influence without Authority Using the Triangle of Influence It is time to turn the tables. You are not the hero. Sorry about that. Your audience is the hero. Your job as an influencer is to ENCOURAGE, ENABLE and EMPOWER them. If you think you’re the one in power… you’re wrong! It's up to the audience to decide whether your ideas get acted upon or not. Remember the WIIFMs for them. Set them up for success
- 7. Influence without Authority Influence without Authority Who is the hero? They want to know what you can do for them (not, as you suspected, what they can do for you). They are the hero on this journey and your role is that of the mentor. Yoda is the classic mentor example of a wise, humble mentor. Like Yoda- influencers should 1. Give people a special gift (insights that will improve their lives) As Yoda taught Luke about the Force. 2. Teach the hero how to use a magical tool (a new skill or a mindset) something that enables them to reach their objectives and yours. 3. Help the audience get unstuck - explain how these new tools will help them rise to the challenge ahead
- 8. Influence without Authority Influence without Authority What makes them tick? Getting to know your audience is critical to your success in influencing them. Doers - instigate activities, recruit and motivate others. Ask them to assemble, make decisions, gather, respond or attempt Suppliers - have resources. Ask them to acquire, fund, support, or provide resources. Influencers - change perceptions. Ask them to activate, convert, empower or promote. Innovators - generate ideas to add value to and spread your ideas. Ask them to create, discover, invent or pioneer.
- 9. Influence without Authority Influence without Authority Creating change 1. Develop your controlling statement 2. Clarify your big idea Develop your controlling statement 1. My Perspective - they have come to hear me speak. 2. Communicate what is at stake - what's the audience pain? 3. Stated as a complete sentence - always use a noun and a verb Clarify your big idea Include your point of view From pain to gain What's at stake You can’t simply push them over the edge, they need to jump.
- 10. Influence without Authority Influence without Authority Where the magic happens Prepare for opposition Comfort zone Obstacles (mental or practical) Politics (would it shift power?) Misunderstandings (potential for them) Fear Vulnerabilities All forms of resistance are REAL because it is how they PERCEIVE it to be in reality.
- 11. Influence without Authority Influence without Authority Appealing to the Hearts and Minds Everyone loves a story. It helps our brains to accept change when we can easily compare and contrast the good and the bad. Right and Wrong. Anticipate their concerns and use these within the narrative. To win them over you must always appeal to the heart and the mind.
- 12. Influence without Authority Influence without Authority Balancing Rational and Emotional Appeal Ethos (character and credibility - shared values and experiences) Logos (evidence through structure, words and data) and Pathos (stir emotions and imagination) All of your audience members (and you) share 3 basic human needs: 1. We fundamental want to comply (within our chosen society) and conform (do things the way society expects us to behave). 2. We do not like to stand out! 3. When your argument makes the audience FEEL that you are picking them out as non- compliant, wrong or simply for being different, then your argument falls on deaf ears.
- 13. Influence without Authority Influence without Authority Balancing Rational and Emotional Appeal Balancing for the audience 1. An audience that needs more credibility and emotional content. 2. An audience that needs to be more logical yet credible. 3. An audience that needs a lot of logic and some emotional appeal. Many people fail to get to know the people they wish to influence. So you can always use one of the four universal appeals.
- 14. Influence without Authority Influence without Authority Balancing Rational and Emotional Appeal When you do have a chance to get to know your audience, then you can ask this simple, non-offensive question: What did you enjoy doing at the weekend? Find a buddy to practice this with now. I recommend that you write down the responses and try to capture every value word. If it is not obvious, try to establish if they recalled through the timeline. Take care to note the verbatim words they use (e.g. kids or children or son or family) because a synonym that you prefer might mean something different. Why this works. Most people do the things that are most important to them at the weekend. And yes, some people work all weekend, by choice.