Better Insights, Better Results
“You cannot reason people out of a position that they did not reason themselves into.” — Ben Goldacre The Law of Influence is a powerful one. If you need to influence or be persuasive, then you need to know the Law of Influence. The Law of Influence is how people who influence without authority improve …
I’ve noticed some conversations just go a lot easier with some people, but I wasn’t sure why. Recently, a colleague pointed me to an article, Dialogue: The Power of Understanding by Dr. Ann McGee-Cooper. The article has a nice way of framing types of conversations. Some conversations are about exploring ideas, while others are about a winning argument or a winning idea. Once you know the nature of the conversation, you can adapt the conversations, adjust yourself, or avoid it altogether.
One of the most helpful frames we've found at work for focusing meetings or presentations is:
Know - What do you want them to know?
Believe - What do you want them to believe?
Do - What do you want them to do?
One of my favorite take aways from my Influencer Training is Vital Behaviors. Vital behaviors are the smallest set of actions that lead to the results you want. They are the few high-leverage actions that if you keep doing, produce the outcomes you're after. Vital Behaviors are key to change efforts whether you are trying to change yourself or something larger (your team, your organization, or the world.)
The six sources of influence model is a powerful model for change. I first learned about the Six Sources of Influence from my Influencer Training at Microsoft. The Influencer Training is based on the book, Influencer: The Power to Change Anything , by Kerry Patterson, Joseph Grenny, David Maxfield, Ron McMillan, and Al Switzler. The more I walk through the model, the more I appreciate it.
