THE ART OF INFLUENCING OTHERS

1. THE ART OF INFLUENCING OTHERS Discussion Session #1 Kelley School of Business X420 Class

2. What do these people have in common? Bill Gates Madonna Mother Theresa Pablo Picasso Adolf Hitler

3. Everyone is a person of influence…. Even though we have an impact on nearly everyone around us, our level of influence is not the same with everyone

4. There are two basic ways of influencing people…. Number 1: REWARDS Number 2: PUNISHMENTS

5. Rewards will work for awhile…. How much is enough?

6. Fear will also work for awhile…. People Can Be Influenced If They Think You Can Punish Them

7. Crude reliance on either the lash or the cash is self-defeating-

8. A balanced use of negative and positive reinforcements works best…

9. Subtlety enhances the influence of rewards and punishments Your Level Of Influence IncreasesWhen: • You act consistently and show credibility • You show integrity • You have bonded with the person or people you are trying to influence

10. Credibility • Never Assume People Believe You • but be truthful by habit anyway • Never Assume People Understand You • but explain things as clearly as you can • Downplay Any Benefits To Yourself • but be ready to acknowledge the effects of enlightened self-interest Love truth, but pardon error ~ Voltaire

11. Integrity • Integrity is not determined by circumstances • You are responsible for the choices you make • Your character is not determined by circumstances • Integrity is not based on credentials • Character is who we are • Character is permanent, credentials are transient • Reputation is not integrity • Words are cheap, actions have weight Integrity is the essence of everything successful ~ R. Buckminster Fuller

12. Credible behavior and a personal integrity will allow others to trust you… The key to successfully influencing people over the long term is winning their trust and bonding with them….

13. Nurture People • Show Genuine Concern for Others • Commit To People • Believe In Others • Give People Opportunities

14. Accentuate the Positive • Don’t criticize, complain about, or condemn people. • Do make people feel important • Show sincere appreciation • Think of other people’s good points – and point them out!

15. Three Types of People Well- Poisoners: People who discourage others, stomp on creativity and tell people they can’t do it. Lawn-Mowers: People who have good intentions, but are self absorbed Life-Enhancers: People who enrich the lives of others and lift other people up

16. Have Faith In People • Most people don’t have faith in themselves, and believe they will fail • Most people don’t have someone who has faith in them • Most people will do anything to live up to your faith in them If you think you can win, you can win. Faith is necessary to victory. ~ William Hazlitt (1778 - 1830)

17. Always Listen To Other People • This Shows Respect • And Generates Ideas • Listening Builds Loyalty • And Increases Knowledge “You can’t hear the song if you don’t listen to the notes…”

18. Empathy Practice seeing things from the other person’s viewpoint Talk About the things that they desire and enjoy • This is an effective strategy because: • Each of us spends 95% of our time thinking about ourselves • Everyone is interested in the things they want, but few really care about the things you want • People aren’t interested in me, they don’t care about you - they’re interested in themselves • The most frequently used word – “I”

19. You’re On…. “…all the world’s a stage, where each must play a part….” Smile! If you have fun meeting people they will have fun meeting you. Remember people’s names!! • Names are Unique and Set People Apart • A Person’s Name is One of the Most Important Sounds in any Language

20. How to fail… There are three main reasons people fail at understanding others: • FEAR - People fear what they don’t immediately understand and this fear hampers • their ability to perceive • SELF-CENTEREDNESS - People naturally think of their own interests first • PROVINCIALISM – The failure to appreciate differences, and recognize and respect • everyone’s unique qualities Conquer fear, self-centeredness and provincialism in yourself. Avoid Failure!

21. Sympathetic success “Three-fourths of all the people you will ever meet are hungering and thirsting for sympathy. Give it to them, and they will love you.” – Dale Carnegie • Be sympathetic to the other person’s ideas and desires – • Look at things from the other person’s perspective • Reach out to others with a strong hand and a soft heart • Have a positive attitude about people

22. People of influence navigate for others…. Show the person what steps to take on the path to their goal Exercise foresight to predict and compensate for obstacles in the path Show the person their destination

23. Show the person their destination • Listen to a person’s aspirations • Ask about a person’s desires • Help a person define the goals that will • achieve these aspirations and desires

24. Show the person what steps to take on the path to their goal • Define where the person is now • Identify the person’s abilities and talents • Choose a pragmatic path

25. Exercise foresight to predict and compensate for obstacles in the path • Everybody faces problems • Successful people face more obstacles than unsuccessful people • Problems provide an opportunity for growth

26. People of influence connect with other people…. • Don’t Take People For Granted - Value People • Possess the Attitude That You Can Make a Differenceand You Will Be Able To Make A Difference • Find the Key to Others’ Lives • What is Important to the Person? • What has the Person Achieved? • What Does the Person Desire to do? • Communicate From the Heart • Be Genuine, • Share From your Heart, and • Be Yourself

27. Important Factors In Influencing Others • Show Credibility and Integrity • Make People Feel Important • See Things From the Other Person’s Viewpoint • Nurture People by Showing Genuine Concern for Others • Have Faith in People • Always Listen to Other People • Navigate the Path for Other People • Connect with Others

28. Case Study: Bloomington Greenspace • 25 acres up for grabs! • Housing, Commercial, Recreation, Education, Conservation Park – which will it be? • How will you influence people in your group? • How will you influence another group to join your cause?

29. Sources • Secrets of Power Persuasion, Everything You’ll Need To Get Anything You’ll Ever Want Roger Dawson • How to Positively Impact The Lives of Others, Becoming a Person of Influence John C. Maxwell & Jim Dornan • The Seven Secrets of Influence Elaina Zucker • How To Win Friends & Influence People Dale Carnegie • http://www.dale-carnegie.com

30. Evaluation Questions A. Strongly Agree B. Agree C. Disagree D. Strongly Disagree E. Don’t Know • 1. I found the presentation of material easy to understand. • 2. This advantage session increased my knowledge on the subject presented. • 3. I will be able to use some of the information from this advantage session in the future. • 4. The presenter was well prepared for this Advantage session. • 5. This presentation should be repeated in future semesters.