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Andrew L. Urich, J.D. Puterbaugh Professor of Ethics & Legal Studies Spears School of Business

The Power of Influence Building Profitable Relationships. Andrew L. Urich, J.D. Puterbaugh Professor of Ethics & Legal Studies Spears School of Business Oklahoma State University aurich@okstate.edu www.andrewurich.com. Can I Influence You?. McDonald’s Coffee Case

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Andrew L. Urich, J.D. Puterbaugh Professor of Ethics & Legal Studies Spears School of Business

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  1. The Power of InfluenceBuilding Profitable Relationships Andrew L. Urich, J.D. Puterbaugh Professor of Ethics & Legal Studies Spears School of Business Oklahoma State University aurich@okstate.edu www.andrewurich.com

  2. Can I Influence You? McDonald’s Coffee Case Is $3 Million Reasonable? ? www.andrewurich.com

  3. Idea #1The Facts Don’t Matter • The facts don’t matter– if no one believes them! • Politics • The marketing guy & the finance guy • Ability to influence could literally be a matter of life and death. www.andrewurich.com

  4. Idea #2You Can Open Closed Minds • Things are exactly as people choose to see them. • Is it important enough to care? www.andrewurich.com

  5. Idea #3Conflict Is Underrated • Everyone wants to participate in decisions that affect them. • Dispersion of power causes conflict and growing pains. • Conflict identifies opportunities for improvement. www.andrewurich.com

  6. Idea #4Authority Is OUT.. Influence Is IN • Use competence and commitment instead of position and status. • Team building and leadership are not based on authority. • It’s not what you say….it’s how you make them feel. • We are influencing all of the time– positively or negatively. • The sign in PS 101 • My daughter wants to go to Vegas • Authority at Tinker Air Force Base www.andrewurich.com

  7. Idea #5When is “Sucking Up” actually “Sucking Up?” • My neighbor’s pictures • Baby pictures • The IT people www.andrewurich.com

  8. Idea #6You Have a Point of View • Are you impacted by experience? (Driving Rule of Relativity) • Their life experience is different than yours. www.andrewurich.com

  9. Idea # 7Learn to BecomeEven More Likeable • Why we like each other • Compliments www.andrewurich.com

  10. Idea #8Use Appearance as a Tool of Influence • Well-Dressed People are Perceived As: • More productive • Responsible • Personally acceptable • More Intelligent • More Honest • Hardworking • Taking their job seriously • Being raised properly www.andrewurich.com

  11. Idea #9Always be Considerate • How would you feel if someone proved you wrong? • Be very considerate www.andrewurich.com

  12. Plan For Influence Opportunities • A little preparation saves the day. • It’s not always what you do say – it’s often what you don’t say. www.andrewurich.com

  13. Keys to Influence Strategy for Success: Five Factors for Planning • Overcome communication blockers. (First, get them to listen) • Look for win/win opportunities (manage self-interest). • Become a persuasive messenger. (Be likeable and look the part) • Don’t create conflicts and confrontations.(Make them feel good about you) • Get control of information and misinformation. (It’s not all about the facts…but facts matter) www.andrewurich.com

  14. Thank You • Please keep in touch aurich@okstate.edu www.andrewurich.com I Like You! www.andrewurich.com

  15. References • Ailes, Roger. You Are the Message. New York. Doubleday, 1988. • Cialdini, Robert B. Influence: Science and Practice. 3rd Ed. New York: Harper Collins, 1993. • Cohen, Herb. You Can Negotiate Anything. Secaucus, N.J.: Lyle Stuart, 1980 • Covey, Stephen R. The 7 Habits of Highly Effective People. New York: Simon & Schuster, 1989. • Dayton, Doug. Selling Microsoft. Holbrook, MA., Adams Media Corporation, 1997. • Fisher, Roger and William Ury. Getting to Yes. New York: Viking Penguin, Inc., 1981. • Forsyth, Patrick. The Negotiator's Pocketbook. London: Alresford Press Ltd., 1993. • Johnson, Spencer. The One Minute Sales Person. William Morrow, N.Y, 1984. • Karrass, Chester L. Give and Take. New York: Harper Collins, 1993. • Karrass, Chester L. The Negotiating Game. New York: Harper Collins, 1992. • Kozicki, Stephen. The Creative Negotiator. Pyrmont, Australia: Gower, 1993. • Lewicki, Roy J., et.al. Negotiation. 2nd Edition. Burr Ridge, Il.: Irwin, 1994. • Nierenberg, Gerald 1. The Art of Negotiating. New York: Barnes & Noble, 1995. • Paul, Richard. Critical Thinking. Santa Rosa, CA: Foundation for Critical Thinking, 1993. • Schoonmaker, Alan N. Negotiate to Win: Gaining the Psychological Edge. Englewood Cliffs, N.J.: Prentice Hall, 1989. www.andrewurich.com

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