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Influence

Predicting Human Behaviour: 3 Things To Watch Out For

Jul 23rd, 2011
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BehaviorAuthor – Michael Lee

Predicting human behaviour can give you an advantage in any situation. By being able to anticipate how a person might respond or react, you can steer it to more or less the direction you want it to go.

If you’re trying to persuade a person to do something, the ability of predicting human behaviour can help you adjust so that you can achieve your desired ends.

Human behaviour is complex. There is no foolproof way to tell exactly how one would behave in certain circumstances. In general, however, there are things you should look out for.

1) Interest

The question is always, “What is in it for me?” If you are trying to see how a person might react to something, evaluate whether they will profit or lose, or experience pain or pleasure from the outcome. (more…)

The Most Powerful Word in the English Language

Jun 2nd, 2011
by Gary N. Larson.
2 comments

I want to talk today about the most powerful word in the English language. It has only three letters. It is the word why.

Often when we are in a situation where we need to influence and persuade someone to see our point of view or to carry out some task, the other person will have objections. It is human nature for us to immediately want to argue the point with them using logic and reason. The problem with this method is that nobody likes to be proven wrong. Even when people know they are wrong they hate to admit it. You push against them and they tend to push back.

Instead of hitting them with a direct frontal assault by arguing with them about their objections, there is a better way.  This is where we use our most powerful word. (more…)

Persuasion Techniques You Can Try Today

May 31st, 2011
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persuasionAuthor: Steve Gillman

There are persuasion techniques that you can learn with a lot of practice. Then there are ones like these that can be learned in a few minutes and used today.

Have you ever tried persuasion techniques to get what you want? Consciously, I mean, because smiling and many other simple persuasion techniques are used unconsciously all the time. You might think that intentionally using a technique is somehow unethical, but I would argue that it depends on the purpose and the circumstance. In any case, here are some you can try at your discretion. 

Mirroring and Matching 

The technique of “mirroring and matching” involves changing your verbal and body language to more closely match the person you are with. You slow or accelerate your speech to match his or hers, and sit in the same position. You use the same facial expressions, and laugh when he or she laughs. Done well, you can use this technique to establish rapport quickly and easily with most people. (more…)

The Key To Influence

May 13th, 2011
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InfluenceGuest author Dennis Heath

In today’s fast moving business world, leaders need influence more than any other skill. Traditional thinking says that you must develop relationships over the long term in order to know someone well enough to exert real influence. But busy executives don’t always have the luxury of time. This article highlights case studies that demonstrate some simple short cuts to becoming influential.

In my executive coaching practice I encounter many clients who want to be more influential. Influence is often stated in terms of, “It’s not what you know, it’s who you know”. But in the context of corporate life, as managers climb the corporate ladder, they need to be able to exert influence regardless of the depth of their personal relationship with others. Influence is needed to push ideas forward, gain acceptance for strategic plans, persuade investors to input more cash, shape policies, or simply to conclude a negotiation weighted in our favour. Many books have been written on influence but in this short article I showcase some of the techniques that my clients have successfully adopted to improve their power to influence. 

Put simply, someone is said to be influential if they have the ability to positively affect and shape the way other people feel about a topic or proposal by removing resistance and gaining support. When influence is skilfully exercised, objectives are achieved without duress and without conflict or protracted debate.  (more…)

Persuasion – A Simple Technique

Apr 21st, 2011
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PersuasionGuest author Steven Gillman

Persuasion isn’t about making a good argument. That may help, but not nearly as much as subtle techniques like this one.

The subliminal persuasion technique of “mirroring and matching” is easy to understand. It is simply a way to make a person feel more comfortable and trusting of you. We all feel more comfortable with some people than others, and there are reasons for this that have nothing to do with the character of the people and everything to do with the specific ways that they operate.

I had just one neighbor most of the year when I used to live in a small cabin in Michigan. He was a big friendly guy, and for lack of any other people, we spent quite a bit of time standing out on the road by the beach talking. After a year of this, you might think we got along just fine, and we did, except that we irritated each other. We never said it, but it was obvious that our “styles” clashed. (more…)

Negotiating Secrets To Getting The Other Side To See Things Your Way

Mar 20th, 2011
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NegotiationGuest author Dr. Jim Anderson

Have you ever changed something about your appearance that made you look dramatically different? How did that go over with your family, friends, and coworkers? I’m willing to bet that right off the bat there was some shock when they first encountered your new look. However, over time that faded and things got back to normal. What happened is that they eventually came around to seeing you the way that you see yourself. When you are negotiating a deal, this same concept can be a powerful factor in helping you to wrap up a negotiation…

The Concept Of Acceptance Time

New ideas take time to be accepted. This is true in real life as well as in negotiations. If you are the one bringing a new idea to a negotiation, such as a price increase, or a shorter time in which you need to receive a product, then you need to expect the other side of the table to push back on the idea when you present it.

Acceptance time is the time that it takes for one party in a negotiation to accept a new idea. This acceptance does not come quickly. Instead, people need time in order to become used to a new set of circumstances. (more…)

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