CM - Influencing

Considers how others might respond to situations and plans the approach to achieve the best outcome, using the appropriate content and level of detail.
Prepares an assertive, clear, and well-reasoned case in support of proposals or ideas with a series of options and fallback positions that anticipate others’ response and objections.

Recognises the need and who to influence; identifies the gap between own and others’ objectives, needs, values, and decision criteria.
Uses different influencing styles appropriately; ‘logical thinker’, ‘friendly helper’, ‘firm driver’, and ‘enthusiast’.

Plans a strategic long-term influencing approach appropriate for the complexity of the audience and the message, involving many groups and methods, and structuring situations to lobby for and influence the outcome.

PDFs
Influencing Situation Plan

This PDF outlines a process to follow in order to make sure you are thoroughly prepared for an important meeting with someone you need to influence.

Handling Objections
Handling objections at work is one of the key determining factors for how people view you and how effective you are. Shutting objections down too quickly too often will get people’s backs up and lead to resentment; allowing too many leads to additional conflict and delayed decisions. This PDF outlines a process that allows objections to be voiced and dealt with in an assertive and constructive way that builds engagement.

Making a Case with Values
This PDF covers what a value is and how they are essential to our motivation and sense of self. It also covers how you can use them to engage and influence others.

Managing Information Effectively
This PDF provides an in-depth explanation of how we structure and manage information at different levels of detail and complexity. It covers how we communicate, including common causes of miscommunication, and what we can do to communicate more clearly depending on the person/group we are engaging with. It is aimed at structuring information at an individual level.

Managing Complex Information
This PDF covers the ways in which we process information differently and how that can lead to miscommunication, even when we’re not aware of it. It describes the different levels at which we group information and how everybody works at different levels at any one time, following up with a technique to structure a meeting so that everyone is on the same page. This PDF is aimed at structuring information in a group.

The Power of Empathy
Empathy is one of the most powerful tools you can use to build productive relationships. It is fundamental to building collaboration. This PDF explains what empathy is, how to demonstrate it, and the impact it will have if you choose (or not) to use it. It will help you to defuse conflict, connect with and motivate others, and improve efficiency.

Influencing Styles
This PDF covers four different styles of communication you can use to influence people. Different people will respond differently to each of these four styles, so being able to switch between them when you need will help you to influence a much wider range of people.

VIDEOS
Managing Information Effectively
This video provides an in-depth explanation of how we structure and manage information at different levels of detail and complexity. It covers how we communicate, including common causes of miscommunication, and what we can do to communicate more clearly depending on the person/group we are engaging with. It is aimed at structuring information as an individual when you are communicating with another.

Managing Complex Information
This video explains the ways in which we process information differently and how that can lead to miscommunication, even when we’re not aware of it. It describes the different levels at which we group information and how everybody works at different levels at any one time. It shows you a technique to analyse and describe a topic so that everyone in a group can contribute, can clearly follow, and can be engaged.

The Power of Empathy
This video explains why and how empathy is one of the most powerful tools you can use to build productive relationships. It is fundamental to building collaboration. Learn if you are already demonstrating empathy effectively, how easy it is to stop doing it, how to be alerted to using it effectively and realise the benefits it brings.

ON THE JOB ACTIONS
Planning Technique
Plan how to influence in important interactions, meetings, phone calls, teleconferences, etc. using the 'Influencing Situation Plan'. Think about this as moving a person from their present position to a different position in a series of steps. Consider how far and how fast it is possible to move them. Accept it may be realistic to move someone from point 1 to point 3 but not to point 5.

Know your Audience
Read and/or watch 'The Power of Empathy' to understand how to relate to the people you are aiming to influence. Empathy has been proven to give you a real advantage in an influencing or competitive situation. It is also a demonstration of respect, necessary if anyone is to accept what you are saying.

Using Values
Read 'Making a Case with Values' to understand how to identify what are the motivating values for people and how you can use them to persuade.

Structure Your Ideas
Read 'Managing Information Effectively' and if working with a group read 'Managing Complex Information' and apply the techniques to assemble a logical, well-structured series of facts and ideas to make up your proposal.

Awareness
Become familiar with the different influence styles by reading 'Influencing Styles'. Build your self-awareness of how you influence by completing the 'Influencing Styles Questionnaire'.

Practise
Decide on the most appropriate styles for a particular situation. Look for opportunities to practise the styles that you find difficult. Identify how your verbal and non-verbal behaviour changes for each of the styles. List the people you regularly have to influence and what combination of styles is likely to be most effective with them.

COMMUNICATION

Influencing

Level 2

Level 3

Level 4

Resources