Скачать или смотреть Influencing with Integrity

As leaders who lead with integrity, we often need to influence others to drive impact and change. People can be very different in how they make decisions, and they can be overloaded with work and information, so it's good to consider a variety of techniques to convince or persuade them.

Here are the top 10:
1. Stating: In stating, we need to be polite, direct, and provide just enough information to back up our request. It's important not to leave room for negotiation or refusal. So using phrases like "If you don't mind, can I ask you to..." actually weakens this tactic, and you may need sometimes to be persistent to demonstrate your conviction.
2. Persuade logically: In order to persuade logically, we need to prepare good arguments that could include data, examples, or other supporting evidence. Although most of us are typically well-versed in logical reasoning, be aware that it's not always an effective influencing technique. As people frequently make decisions on other basis such as emotions.
3. Legitimizing: In legitimising, we refer to sources of authority such as our policies and procedures, as the origin of our requests. Be aware that for many, letimizing may not work well. And if use too often, although it can draw compliance, it can also provoke resentment.
4. Appealing to friendship: When using this technique, we're relying on relationships with others. It's best to be direct asking for help, acknowledging the potential inconvenience of the request, and being willing to reciprocate. Remember what's acceptable within a friendship can vary from culture to culture.
5. Exchanging: Exchanging is most effective when we think win-win by considering how we can help others, and not just how they can help us by making our offer and benefit clear and explicit.
6. Consulting: In consulting, we offer real collaboration and co-creation, first by explaining our needs upfront from the others; then by listening carefully and integrating suggestions where we can, or acknowledge their contributions.
7. Appealing to value: This technique relies on appealing to other people's higher values and feelings, and can be effective if you both share and understand the other person's values. Show that you are excited and inspired value yourself, before appealing to it in others. Do not assume that other hold the same value as you do or organization does.
8. Socializing: Socializing is a way for you to establish rapport with other, and can help you reach out for help down the line. Show a genuine interest in others' lives by being curious and listening well, by defining and sharing what you have in common, by emphasizing with them.
9. Modelling: In modelling, we walk the talk, and we take the lead in exhibiting behaviors that we are aiming for in others. And this can inspire people to follow.
10. Building alliances: Building alliance means bringing together a group of people who are able and willing to help. You will often need time, other influencing techniques to bring individual on board. Alliances can be very effective when they have good mix of profiles and their work is visible to others.

So, what will you need to influence next? And which techniques will you use in order to get there? For this and other perspective for growing leadership, visit https://www.thnk.org

Narrated by Patrick Leenheers
(https://www.thnk.org/community/people...)
Additional written content by Bechara Abi Assi
(https://www.thnk.org/community/people...)
Animation by Sarah Nguyen
(https://www.thnk.org/community/people...)
Written and Directed by Rod Ben Zeev
(https://www.thnk.org/community/people...)
Executive Produced by Mark Vernooij
(https://www.thnk.org/community/people...)