Manipulate Manipulus (handful) To influence deviously Influencing is situational, in that how you influence depends on the context in which you are influencing. It is relational in the sense that you are always influencing other people, and therefore need to have good emotional and relational intelligence. It is also a process rather than a one-off event. This implies that you are likely to be influencing over a period of time and therefore you can sometimes afford to influence in small steps rather than try to immediately convince. Finally, for us, influencing is about movement. That means if you get some movement in the other person's position, then you have successfully influenced someone. How do people like to be influenced? It is thought-provoking to look into how people actually like to be influenced. Over several years, we have conducted research with hundreds of managers as to how they liked to be influenced and also what acted as influencing turn-offs. The results were interesting and the main categories are as follows: Involvement: The managers said that to be influenced effectively they needed to be involved. They wanted to be listened to, and their opinions and perspectives to be taken into account. Confidence: Ihere was a desire for the influencer to demonstrate confidence and positivity as well as energy and conviction about the issue. Appreciation: People want to be appreciated for their contributions. This can be done by developing rapport and building a relationship that is mutually beneficial and based on likeability. Having a positive
Manipulate Manipulus (handful) To influence deviously Influencing is situational, in that how you influence depends on the context in which you are influencing. It is relational in the sense that you are always influencing other people, and therefore need to have good emotional and relational intelligence. It is also a process rather than a one-off event. This implies that you are likely to be influencing over a period of time and therefore you can sometimes afford to influence in small steps rather than try to immediately convince. Finally, for us, influencing is about movement. That means if you get some movement in the other person's position, then you have successfully influenced someone. How do people like to be influenced? It is thought-provoking to look into how people actually like to be influenced. Over several years, we have conducted research with hundreds of managers as to how they liked to be influenced and also what acted as influencing turn-offs. The results were interesting and the main categories are as follows: Involvement: The managers said that to be influenced effectively they needed to be involved. They wanted to be listened to, and their opinions and perspectives to be taken into account. Confidence: Ihere was a desire for the influencer to demonstrate confidence and positivity as well as energy and conviction about the issue. Appreciation: People want to be appreciated for their contributions. This can be done by developing rapport and building a relationship that is mutually beneficial and based on likeability. Having a positive
Influencing_the_Team.docx