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Day 3 PM Objectives

• Effectively network within the organization• Overcoming barriers• Successfully navigate organizational politics• Identifying the client, breakdown barriers,

processes, concerns of who supports who.

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Overcoming Barriers to Moving Forward

• One of the most effective influencing strategies for moving people forward when you are faced with a barrier is to spell out the consequences and then contrast those with the direction you think would be more appropriate.

• Exercise - Let’s look at how the Laws of Contrast and Scarcity work, then discuss how executives use these laws to steer their peers towards the executive’s goals.

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#6 - The Law of ContrastGive a little, get a lot. Leverage makes the

world go round.People are more inclined to do something if the cost to them (monetary, personal, business) is much less than what they will receive (gain) by taking the action. The more extreme the difference (the more contrast) the two have, the easier it will be to influence someone to take one path rather than the other. You can leverage the contrast to sway them in your direction. Also, if two ideas are different, they will appear even more at odds with each other if presented at the same time. This is particularly significant when dealing with paradoxes or conflicting ideas that are debated in juxtaposition.

Law of Contrast – When the contrast between alternatives is great, it is easier to convince people to take one path rather than the other.

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Contrast

In order to make something appear more significant you need to increase the degree of separation. Compare the ends of the spectrum to enhance compliance.

EXERCISE: Give two examples

of the Law of Contrast.

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#17 - The Law of Scarcity

Go with your gut. Remain true to your ideals.

   People are influenced by possessing that which others do not or cannot acquire. It gives them a sense of importance, sets them apart from their peers, and makes them feel special. Combining the law of Scarcity with the Law of Satisfaction can be one of the most powerful influencing strategies to use on those predisposed to insecurity or fear of failure.

Law of Scarcity – People are willing to pay a higher price when items they desire are rare, limited, or not readily available.

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Scarcity

Bottom line is that if people think that the window of opportunity is closing, then they are propelled to act. The less available or accessible a commodity is, the more people value it. The value of an object increases as availability decreases. They are inversely proportional.

What industries take advantage of this tactic? How can you make sure that you do not get

caught by the Law of Scarcity?

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Building Influence-based Relationships

• Recall…

Taxonomy of Social Power

E xp e rt R e fe re n t L e g it im a te R e w a rd C o e rc ive

S o c ia l P o w er

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LPC Results

• Low LPC Leaders– Primarily motivated by task

accomplishment

• High LPC Leaders– Primarily motivated by personal

relationships

• Leaders move to secondary level of motivation only after satisfying primary

• And…

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#9 - The Law of Friends

The stronger the referral, the weaker the resistance

  People are more likely to take action when given a referral or recommendation by a friend because they believe their friends have their best interests at heart.

Law of Friends – People usually respond more favorably to advice and recommendations that they receive from friends.

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FriendsDoing business with friends can cause problems but don’t most people feel that their friends have their best interests at heart? Doesn’t it make sense to follow your friends’ recommendations? What happens when you let this unduly influence your decisions?

Have you ever regretted your decision to go along with a friend’s recommendation? What will you do in the future to make sure you conduct adequate research before you make your final decision? Can this cause problems? What happens in business? How do you assure that a conflict of interest does not occur?

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#12 - The Law of People Pleasing

Move beyond selfishness and allow your thoughts and actions to focus on other

people.

Even if you are not friends, nor ever will be friends, perhaps just business acquaintances, you can figure out what pleases the other person and deliver something that would give them pleasure.

Law of People Pleasing – To influence others, identify what will please them and deliver it to them.

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#14 - The Law of Prospecting and Networking

It’s not only what you know, it’s who knows what you know and who they know that they can tell.

People are more likely to get their objectives met, when they share their agenda and goals with people who have the resources (and/or contacts) to help them reach their goals. Goal-setters who understand the importance of making connections realize that their goals can be achieved quicker when their circle of friends and acquaintances are able to assist. The more in line your circle is with your dreams, the better your chances of success.

Law of Prospecting And Networking – People are more likely to succeed when they have help from those who have the contacts to help them reach their goals.

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ProspectingBe a Connector!People are tuned to WIIFM (What’s In It For Me?)

The mind always asks: Who has the ability to help me achieve my goals?If you help other people make the right connections and the principle of reciprocity is put into play. They, in turn, will try to connect you with the people who can forward your agenda. THINK – Political clout is often based on connecting people with others – who gets the invitations to the ‘right’ parties?

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#15 - The Law of Reciprocity I’ll scratch your back if you’ll scratch mine

  People are inclined to repay others in measures equivalent to that which they received. The receiver’s opinion of the value (of the gift) is always based on their personal perception of what the favor, item or service is worth to them. The value of their reciprocal payment to you is often also equated with how much the individual perceives that you had to give up in order to make the gift to them. People who make an effort to help others get their goals met are more likely to get their own goals met based upon the principle of reciprocity.

Law of Reciprocity – Recipients of gifts, or help, most often feel that they have an obligation to repay those who gave to or helped them.

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Reciprocity

People will generally repay in kind at the minimum of their perceived value – of what you give them (or what they think they owe you). Societal behavior has trained individuals to have a strong sense of indebtedness to people who give them something or who do them (or those in their care – e.g. parents, children, brother, etc.) a favor. Until that debt is repaid at a minimum of the perceived value of the original gift, the receiver has a sense of obligation to the giver.

How can you use this knowledge in your industry?

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#18 - The Law of Similarity and Attraction

We are most comfortable and least stressed with people who mirror ourselves.

People are more inclined to be influenced by others who share the same beliefs, interests, and values and who have personalities that appeal to them.

Law of Similarity And Attraction – Individuals are more prone to being influenced when they share our beliefs, interests, and values.

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Similarity and Attraction

People with similar characteristics, beliefs, and values are more likely to follow/trust one another. Once similarities are established, a bond is created and the opportunity to influence increases. Praise is another factor that can increase the strength of an attraction and creates a greater probability for influence.

WARNING!!!! Resist the urge to stereotype! There are ALWAYS exceptions to the general

rule.

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How Can You Achieve Status in the Corporate World?

• Use the Law of Expertise, the Law of Friends (preferably in High Places ), and/or the Law of 3rd Party Endorsement

• Exercise – How can you accomplish this with grace?

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#19 - The Law of Societal Pressure

A person’s community is usually the rudder of their ship.

 People tend to look to others in society, in their community, and within their culture for direction. Their actions, decisions, and behaviors are influenced by the circle of people that they interact with on a regular basis.

Law of Societal Pressure -The people with whom we interact on a regular basis (our peer group) strongly influence our actions, decisions, and behavior.

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Social ProofThere is a strong tendency for humans to rely on other people for help on how to think, feel, and act. Persuasion from peers can be a highly effective influencing tactic. For example, an established highly regarded employee has a better chance of swaying the decision of the group than an “outsider” would. Societal norms frame the way people perceive situations, memories, or recall an event. Societal norms are based on behavioral frames. Frames form the context for how we view the world and make decisions. How can you use this information to positively influence employees and/or peers?

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#20 - The Law of Status

Establish your reputation and guard it well. Then people will seek your council. The higher you rise in society, the more

others will seek your wisdom.

People are inclined to give more respect to or have more faith in the words/beliefs of someone in a prestigious or powerful position, or to someone who has a solid reputation. The higher the degree of prominence, the more people will tend to be influenced by them.

Law of Status – People give greater respect to and have more faith in the words and beliefs of those who have prestige, power, and esteemed reputations.

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Status

Who’s opinions do we listen to?Does power play a role in the Law of Status?Can you site an example of where this law has

been used: A. Positively? B. Negatively?

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#8 - The Law of Expertise

Specialized knowledge is rewarded if others find it valuable. 

 

People are more likely to listen to, trust and believe others with proven or specialized knowledge of a topic, subject, or interest.

Law of Expertise – People are more likely to listen to, trust, believe, and follow those who are acknowledged experts in their fields.

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Expertise

People are more inclined to follow those with established credibility and visible expertise. The need to subtly INFORM others of our basis of knowledge is often required during the influencing process.

How have you noticed others accomplish this tactic gracefully? Give a few specific examples.

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#21 - The Law of 3rd Party Endorsement

People take comfort in knowing that they are not the first to be convinced.

 

People are more inclined to buy products and services, become involved in something (or with someone) or change beliefs, if they have the reassurance of an experienced or respected third party to support their decision. They will be influenced by what others think of you, your products, and your services.

Law of 3rd Party Endorsement – Many people are influenced to take action when those they respect and admire endorse certain positions.

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3rd Party Endorsement

You have a better chance to influence if someone in a position of power gives a strong endorsement or testimonial on your behalf. The more credibility or power the referral source has, the more weight the endorsement carries. How has this been used against consumers? How can it be used to benefit your department?

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Butterfly Effect

The basis of the Butterfly Effect, or the Domino Effect, (one of the Theories of Chaos), is that the fluttering of butterfly wings has the potential to sufficiently disturb the air pressure at a critical time and place, causing a major impact on the weather system as a whole—perhaps even creating a typhoon. In a complex system such as the weather system, a small change can potentially have a huge effect. This theory is reflected in the Tipping Point.

Note: Not all elements in a system have equal importance.

The Tipping Point

By Malcolm Gladwell How Little Things Can Make a Big Difference

Graffiti in New York City -- Crime went down substantially in the mid-1990’s. How did they use a series of little things to make the campaign ‘tip’?

The Popcorn Report discusses ‘Vigilant Consumers’. What are the potential effects of disgruntled or dissatisfied

customers?

Strategies to Make the Message or Influencing

Process ‘Tip’

Controlling infectious diseases -- there is a tipping point when an outbreak becomes an epidemic.

How did they stop the ‘tipping’?

A few customers can make - or break a new restaurant. How do you make sure your

business is immune to the ‘tipping effect or takes advantage of the Tipping Point Theory?

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The Butterfly Effect

(Also called the Ripple Effect) is magnified (Also called the Ripple Effect) is magnified during the Influencing Processduring the Influencing Process

Stickiness

“Stickiness is a critical component in tipping. Unless you remember what I tell you, why would you ever change your behavior or buy my product?”

Stickiness refers to the “memorability” of a message. This can be achieved through both the presentation and structure of the information. A message is influenced by both the content and the messenger. Exercise -- Do the two examples you came up with previously have a ‘stickiness factor’? What can you do (with your examples) to make sure they ‘stick’ and how would you enhance their ‘stickiness’? 5 minute exercise

The Tipping Point

Exercise -- How can we capitalize on this aspect of The Tipping Point theory? Translate the SS & BC exercise above -- How can an individual leader use these methods to enhance the stickiness of their message?

15 minutes

Exercise

Sesame Street & Blue’s Clues -- How did the producers enhance stickiness? Get into small groups -- You have 15 minutes to come up with at least ten examples/ways the producers of these shows enhanced the ‘stickiness’ of their messages. 15 minutes

Connectors

People with a special gift for bringing the world together.

Criteria to make someone a connector: They know a large # of people They know a diverse group of people (they are able to span into different worlds) They are versatile, curious, self-confident,

social and energetic

FEW DEGREES OF SEPARATION

Mavens

An individual defined by economists as ‘one who accumulates knowledge’. Also known as “price vigilantes”. Seen as being the most important people in the marketplace, as they are the ones with the most information.

Salesmen

Individuals who have the skills to persuade us when we are unconvinced of what we are hearing. They use a subtle combination of verbal and non-verbal language patterns to convey messages to their audience.

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Tipping Point Exercise

EXERCISE: Who are the connectors, salespeople, and

mavens in your organization? Keep this list in your head and be able to access it at a moment’s notice.

Why is important to know who these people are in relation to the influencing process?

Recommended ReadingFor Political Acuity -- The 48 Laws of Power by Robert Greene -- Very Machiavellian book -- do not use the laws on others! This book is important so that you do not get caught in the middle of a power play! Please balance the knowledge you obtain from this book with --The Art of Worldly Wisdom by Baltasar Gracián

For Implementing Programs -- The Tipping Point by Malcolm Gladwell

For underscoring the importance of getting things done -- --Execution by Larry Bossidy & Ram Charan

For explaining the concept of excellence – Zapp,The Lightning of Empowerment by William C. Byham, Ph. D. With Jeff Cox

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How do you ‘cascade’ influence?

• Through an organization?

• A region?

• A culture?

• A nation?

Specifically what tactics are used? Discuss how the influencing process has evolved (e.g. Blue’s Clues and Sesame Street)

How does this relate to the Tipping Point Theory?

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Leveraging Influence

Initial Influencers

1st Wave

2nd Wave

Goal - clear and consistent communication through every level.

3rd Wave

4th Wave

We will use influence and peer pressure to positively drive this change forward.