THE ART OF INFLUENCING OTHERS

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JOBTALKS
THE ART OF INFLUENCINGOTHERS
Indiana UniversityKelley School of BusinessC.
Randall Powell, Ph.D
Contents used in this presentation are adapted
from Career Planning Strategies and used with
the permission of the author.
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THE ART OF INFLUENCING OTHERS
Your Network Partners
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What do these people have in common?
Bill Gates
Madonna
Mother Theresa
Pablo Picasso
Adolf Hitler
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Everyone is a person of influence.
Even though we have an impact on nearly everyone
around us, our level of influence is not the
same with everyone
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There are two basic ways of influencing people.
Number 1 REWARDS Number 2 PUNISHMENTS
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Rewards will work for awhile.
How much is enough?
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Fear will also work for awhile.
People Can Be Influenced If They Think You Can
Punish Them
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Crude reliance on either the lash or the cash is
self-defeating-
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A balanced use of negative and positive
reinforcements works best
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Subtlety enhances the influence of rewards and
punishments
Your Level Of Influence IncreasesWhen

• You act consistently and show credibility
• You show integrity
• You have bonded with the person or people you are
  trying to influence

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Credibility

• Never Assume People Believe You
• but be truthful by habit anyway
• Never Assume People Understand You
• but explain things as clearly as you can
• Downplay Any Benefits To Yourself
• but be ready to acknowledge the effects of
  enlightened self-interest

Love truth, but pardon error Voltaire
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Integrity

• Integrity is not determined by circumstances
• You are responsible for the choices you make
• Your character is not determined by circumstances
• Integrity is not based on credentials
• Character is who we are
• Character is permanent, credentials are transient
• Reputation is not integrity
• Words are cheap, actions have weight

Integrity is the essence of everything successful
R. Buckminster Fuller
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Credible behavior and a personal integrity will
allow others to trust you
The key to successfully influencing people over
the long term is winning their trust and bonding
with them.
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Nurture People

• Show Genuine Concern for Others
• Commit To People
• Believe In Others
• Give People Opportunities

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Accentuate the Positive

• Dont criticize, complain about, or condemn
  people.
• Do make people feel important
• Show sincere appreciation
• Think of other peoples good points and point
  them out!

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Three Types of People

• Life-Enhancers
• People who enrich
• the lives of others and lift
• other people up

• Lawn-Mowers
• People who have good intentions, but are self
  absorbed

• Well- Poisoners
• People who discourage others, stomp on
  creativity and tell people they cant do it.

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Have Faith In People

• Most people dont have faith in themselves, and
  believe they will fail
• Most people dont have someone who has faith in
  them
• Most people will do anything to live up to your
  faith in them

If you think you can win, you can win. Faith is
necessary to victory. William Hazlitt (1778
- 1830)
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Always Listen To Other People

• This Shows Respect
• And Generates Ideas
• Listening Builds Loyalty
• And Increases Knowledge

You cant hear the song if you dont listen to
the notes
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Empathy
Practice seeing things from the other persons
viewpoint Talk About the things that
they desire and enjoy

• This is an effective strategy because
• Each of us spends 95 of our time thinking
  about ourselves
• Everyone is interested in the things they want,
  but few really care about
• the things you want
• People arent interested in me, they dont care
  about you -
• theyre interested in themselves
• The most frequently used word I

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Youre On.
all the worlds a stage, where each must play a
part.

• Smile! If you have fun meeting people they will
  have fun meeting you.
• Remember peoples names!!
• Names are Unique and Set People Apart
• A Persons Name is One of the Most Important
  Sounds in any Language

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How to fail
There are three main reasons people fail at
understanding others

• FEAR - People fear what they dont immediately
  understand and this fear hampers
• their ability to perceive
• SELF-CENTEREDNESS - People naturally think of
  their own interests first
• PROVINCIALISM The failure to appreciate
  differences, and recognize and respect
• everyones unique qualities

Conquer fear, self-centeredness
and provincialism in yourself.
Avoid Failure!
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Sympathetic success
Three-fourths of all the people you will ever
meet are hungering and thirsting for sympathy.
Give it to them, and they will love you.
Dale Carnegie

• Be sympathetic to the other persons ideas and
  desires
• Look at things from the other persons
  perspective
• Reach out to others with a strong hand and a
  soft heart
• Have a positive attitude about people

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People of influence navigate for others.
Show the person what steps to take on the path
to their goal
Exercise foresight to predict and compensate
for obstacles in the path
Show the person their destination
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Show the person their destination

• Listen to a persons aspirations
• Ask about a persons desires
• Help a person define the goals that will
• achieve these aspirations and desires

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Show the person what steps to take on the path
to their goal

• Define where the person is now
• Identify the persons abilities and talents
• Choose a pragmatic path

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Exercise foresight to predict and compensate
for obstacles in the path

• Everybody faces problems
• Successful people face more
• obstacles than unsuccessful people
• Problems provide an opportunity
• for growth

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People of influence connect with other people.

• Dont Take People For Granted - Value People
• Possess the Attitude That You Can Make a
  Difference and You Will Be Able To Make A
  Difference
• Find the Key to Others Lives
• What is Important to the Person?
• What has the Person Achieved?
• What Does the Person Desire to do?
• Communicate From the Heart
• Be Genuine,
• Share From your Heart, and
• Be Yourself

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Important Factors In Influencing Others

• Show Credibility and Integrity
• Make People Feel Important
• See Things From the Other Persons Viewpoint
• Nurture People by Showing Genuine Concern for
  Others
• Have Faith in People
• Always Listen to Other People
• Navigate the Path for Other People
• Connect with Others

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Case Study Community Greenspace

• 25 acres up for grabs!
• Housing, Commercial, Recreation, Education,
  Conservation Park which will it be?
• How will you influence people in your group?
• How will you influence another group to join your
  cause?

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Sources

• Secrets of Power Persuasion, Everything Youll
  Need To Get Anything Youll Ever Want Roger
  Dawson
• How to Positively Impact The Lives of Others,
  Becoming a Person of Influence John C. Maxwell
  Jim Dornan
• The Seven Secrets of Influence Elaina Zucker
• How To Win Friends Influence People Dale
  Carnegie
• http//www.dale-carnegie.com

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Evaluation Questions

• A. Strongly Agree
• B. Agree
• C. Disagree
• D. Strongly Disagree
• E. Dont Know
• 1. I found the presentation of material easy to
  understand.
• 2. This session increased my knowledge on the
  subject presented.
• 3. I will be able to use some of the information
  from this session in the future.
• 4. The presenter was well prepared for this
  session.
• 5. This presentation should be repeated in
  future semesters.

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If you would like to learn more, Career Planning
Strategies textbook will supply additional
information on this topic.