The art of

Unit of measure

Influencing
others

By. Amos Wanyiri

Consultant
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THE
Unit SUBWAY
of measure

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Unit of measure

WHAT DID YOU SEE?

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SAMPLE
Unit of measure RESPONSES TO “THE SUBWAY”

1. There is a green figure slightly left of center, with a large, open

smile, a long nose, and outstretched arms and legs.
2. The woman with the saucer like eyes cringes away in fear at the
sight of the green leaping ghost.
3. Colored pictures appear at the top of the scene.
4. One man in a dark hat, coat, and pants is bending forward toward
a door, and a small person is by the dark figure’s feet.
5. The man in the black hat and suit is angered by the ghost’s
haunting.
6. A green figure is suspended at the top of the picture.
7. The subway is full of tired, bored, and troubled people.
8. People are sitting in chairs along the side.
9. The contrast of the happy, smiling, colorful advertisement
exaggerates the dreariness of the cold, drab subway.

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THE
Unit SUBWAY
of measure

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TODAY’S
Unit of measure OBJECTIVE

• We all use various influencing tactics everyday

whether we know it consciously or not

• Today I want to share with

you a structured way to think
• There is no influence strategy that works well in about
all situations or with all people – 10 different influencing
tactics
– How to choose the right
• A good influencer will adapt his/her style to the influencing tactic
person he/she is talking to, recognizing that
adapting is the best way to get the right
outcome

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USING
Unit THE
of measure INFLUENCING TACTICS

Tactic Description of approach

Stating Saying what you want or think

Legitimizing Citing precedents

Logical persuading Giving reasons

Socializing Building on likeability

Exchanging “If you do this for me, then I will…”

Appealing to values Inspiring with emotion

Consulting Generating ownership

Appealing to friendship Relying on your friendships

Modeling Leading by example

Alliance building Enlisting more than one person

on your side
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INFLUENCING
Unit of measure TECHNIQUES – STATING

What it is How to use this tactic

• Stating is possibly the 1. Make a polite but direct statement of what
simplest influence tactic you want
of all Caution
2. Assert your position with confidence
3. Do your homework. Provide enough facts
• It means simply, saying to substantiate your statement, but no more
what you want or what
you think 4. Anticipate and address potential arguments
• Don’t substantiate
5. Leave no room for negotiations or refusal. or explain too
Avoid tentative phrases like I think, I feel, I much. If you do
was hoping you would, if you don’t mind, more than the
etc. minimum, you’re
6. Demand in an unthreatening way using logical
7. When the situation is unpleasant or has the persuading
potential to become unpleasant, use stating
before threatening, intimidating, or avoiding.
Negative circumstances often arise out of
misunderstanding. Clearly stating your
needs, wishes or intentions helps to
eliminate misunderstandings

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INFLUENCING
Unit of measure TECHNIQUES – LEGITIMIZING
What it is
• Legitimizing is using
authority to influence (e.g.,
organizational rules and
procedures, laws,
regulations, traditions,
customs, and various
symbols of authority)
• Legitimizing is the easiest
form of influence if you
have role power
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How to use this tactic
1. Refer to policies or procedures as the basis
for your decision
Caution
2. Cite higher authority to legitimize your
request
3. Allude to higher authorities even if you don’t
have specific authorization to proceed
4. Establish rules, procedures, or protocols • Overusing this
technique may
that others agree to follow
cause resentment
5. Use the signs and symbols of authority or resistance.
• Corporate logos/flags Other tactics are
• Uniforms or badges often better,
especially with
• Formal dress peers
• Printed agendas/invitations • This tactic will not
6. Gain support from higher authorities and work with people
get tangible evidence of their support who, by their
(letters, attendance at meetings, etc.) nature, resist
authority
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INFLUENCING
Unit of measure TECHNIQUES – LOGICAL PERSUADING
What it is
• Logical persuading is using
logic, facts, evidence, data
and rational arguments to
influence
• However, logical
persuading is often
ineffective when emotional
issues or biases prevail
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How to use this tactic
1. Prepare by working through the problem
carefully to ensure that your case is well
thought out and supported Caution
2. Explain why you are making your request
or proposing a course of action. Always
say why. In and of itself, giving a
rationale is influential • Avoid arguments.
3. Provide evidence to support your Arguing is not
conclusions. Charts, graphs, tables, persuasive; it’s
models, statistics and other forms of divisive and
evidence are compelling. The more emotionally
formal they appear, the more persuasive charged
4. Relate the current situation to previous • If the influencee
situations that were resolved using the defends an
approach you’re recommending irrational position,
shift to another
tactic. If the
influencee needs
more proof, go find
it
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INFLUENCING
Unit of measure TECHNIQUES – SOCIALIZING

What it is How to use this tactic

• Socializing means 1. Build your social knowledge. Learn about the topics
behaving in a warm that people like to talk about so you’ll be able to
and friendly manner converse with them ‘in their territory’. Even if you’re Caution
so as to encourage not interested in something – such as sports – make
cooperation from a point of keeping up on selected teams and players
strangers 2. Use verbal and visual matching behaviors, also
• Socializing known as pacing, to build rapport. Speak the other • Socialising, like
establishes a basis person’s language. appealing to
for appealing to 3. Show an interest. Ask others about their interests. friendship, can
friendship. It sets Get them talking about what they know or what they easily backfire if
the stage for asking, like to do you’re not sincere
if not now, then in
the future 4. Listen actively. Make frequent eye contact. Nod,
encourage, reflect. Ask questions
5. Remember and use names and other details in
conversation
6. Empathize. A person who is hectic or having a bad
day will do a lot for someone who notices and
makes a sympathetic comment

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INFLUENCING
Unit of measure TECHNIQUES – EXCHANGING
What it is
• Exchanging is trading
something of value for the
influencee’s support or
cooperation. In other
words, it is negotiating as a
form of influence
• Exchange can stimulate
agreement when the
influencee is otherwise
ambivalent about your
request, and it can build
mutually beneficial
relationships. But you
must have something to
barter
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How to use this tactic
1. Find out what the influencee’s needs, values,
and interests are. Then formulate an
exchange that will satisfy him or her. If you Caution
don’t understand the ‘currencies of
exchange’, your negotiating may be
ineffective
2. Think win-win. Avoid taking advantage, • Avoid having
especially if the influencee is in a weaker hidden agendas.
negotiating position Exchanges are
3. Make the benefits of exchanging evident if built on trust. Also
the influencee seems reluctant to accept the avoid exchanges
exchange with friends who
might consider
4. Make your exchange offer explicit if you don’t
have a relationship with the influencee explicit negotiating
to be unfriendly.
5. Follow through on what you agree to do in Use appealing to
exchange for assistance or support. If you friendship instead
don’t reciprocate, you will quickly lose
credibility
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INFLUENCING
Unit of measure TECHNIQUES – APPEALING TO VALUES

What it is How to use this tactic

• Appealing to values is 1. First, build trust and a common ground with the
a way to influence people you want to influence. You must know and
people based on their share their values Caution
values, feelings, and 2. Evaluate your own vision, convictions and values.
emotions. You make Unless you feel strongly about the issues, you will
such an appeal by not succeed using this tactic. You must be
conveying a strong inspired first
vision (of excellence, • Don’t be insincere
3. Appeal to influencee’s higher values in appealing to
achievement, etc.) or
by presenting your • Loyalty to the organization values, and be
case with enthusiasm • Making a contribution sure that your
and conviction • Participating in a cause appeal is
• Serving a larger purpose consistent with the
• If used well, this tactic • Excelling influencee’s values
can be highly • Defeating a common enemy
influential, and it can • Being part of a winning team
reach a number of
people at once 4. Convey enthusiasm and conviction; stress the
value of accomplishing the goal and express
confidence in the other person’s ability. Use
stories, parables, and anecdotes to communicate
values

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INFLUENCING
Unit of measure TECHNIQUES – CONSULTING
What it is
• Consulting is inflluencing
through collaboration –
inviting the influencee to
contribute to the concept,
approach, proposal or
strategy. When people
contribute to the plan, they
feel some ownership of it
and will, therefore, be more
committed to it
• You can also use
consulting by asking for
someone’s advice on
solving a problem and then
asking or encouraging
them to implement their
suggestions
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How to use this tactic
1. Formulate your own proposal, concept or
plan, and state it in broad terms
Caution
2. Be genuine in asking for the ideas. If your
request does not seem genuine, you will
lose the person’s trust and will damage the
relationship
3. Listen carefully as the influencee responds. • Be honestly open
Ask open questions to stimulate more to input from
information (what other factors should I others, and avoid
consider?) and closed questions to clarify using consulting to
(so you see a merger as the best choice?) manipulate
4. Ask leading questions to direct the
influencee’s attention to the areas you want
to focus on
5. Use the influencee’s inputs to create a plan
that integrates your original ideas and the
influencee’s ideas. Be sure that the
influencee knows this
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INFLUENCING TECHNIQUES –
APPEALING
Unit of measure TO FRIENDSHIP

What it is How to use this tactic Caution

• Appealing to 1. Ask for help if you have a collegial relationship
friendship (asking for with the influencee
assistance based on 2. Recognize and acknowledge any
friendship or inconvenience your request may cause the • Be careful with this
membership in a person and be sensitive to his or her needs in tactic (it might seem
group) relies on the return like you’re using your
natural human friends). Doing an
tendency to help 3. Consider doing something for the influencee
first. People who receive a favor usually feel a unexpected favor and
friends. This tactic is then asking for a favor
powerful, but it is hard sense of obligation
in return can appear
for some people to 4. State how important the cooperation is and manipulative,
use and can damage how much you’re counting on their support particularly if you do it
relationships if 5. Be willing to reciprocate often
overused • Avoid appealing to
6. Continually build the friendship by showing
genuine interest, caring and concern friendship if the other
person would be at
risk by complying

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INFLUENCING
Unit of measure TECHNIQUES – MODELLING

What it is How to use this tactic

• Modelling is a way to 1. First and foremost, you must ‘practice
show people what you what you preach’. Think about the
want, either by behaving behaviors you want to model and be Caution
in the manner you wish consistent in practicing them
them to behave in, or by 2. Determine where the influencee has
demonstrating the actions needs and would respond to assistance
you wish them to take and offer suggestions or advice based on • Failing to ‘practise
• Modelling is a powerful your experience what you preach’ is
tactic because of the 3. Be a coach and mentor. Share your likely to reduce
strength of social knowledge and experience and be your credibility and
pressure and our accessible and supportive. In doing so, impair future
tendency to adopt you establish a trust-based relationship attempts to
behaviors and beliefs that that enhances your ability to influence influence through
we observe to be modelling
successful for other 4. Give constructive feedback and
encourage and reward accomplishments.
Though this is common sense, many
people don’t do it well or often

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INFLUENCING
Unit of measure TECHNIQUES – ALLIANCE BUILDING
What it is
• The influence of an
alliance is often greater
than the sum of the
influence of individual
allies. In building an
alliance, you strengthen
your power base and
increase the force of your
proposals through a
network of supporters
• An alliance can be more
or less official. You don’t
have to say, ‘I’m building
an alliance and I’d like
you to join it’. Instead,
you may discreetly build
the alliance through a
series of one-on-one
contacts
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How to use this tactic Caution
1. Ensure that prospective allies agree
with your purpose or at least have
something to gain by helping to
achieve it
• An alliance that is built
2. Get one or more powerful or highly to influence a single,
visible people on board first. Others more powerful
will be more likely to join the alliance individual can appear
3. Create advisory groups, task teams, mutinous. Before
technical panels, etc. If you can, give ‘ganging up’ on
these alliances some visibility and someone – your boss,
prestige in particular – try other
less threatening tactics
4. Mix the power base. Include some
people with legitimate authority, some • Alliances can be hard
recognized experts, etc. to form. They require
5. Actively maintain the alliance. Don’t time and energy to
assume that once on board, always on maintain. However,
board members of successful
alliances tend to be
more receptive to
future alliances
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10ofINFLUENCING
Unit measure TACTICS

Stating Appealing to values

Legitimizing Consulting

Logical persuading Appealing to friendship

Socializing Modeling

Exchanging Alliance building

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CONSIDER
Unit of measure INFLUENCEE FIRST TO CHOOSE TACTIC

Strong
Appealing to friendship
Relationship with influencee

Alliance building
Consulting
Logical persuading
Modeling

Stating
Appealing to values
Legitimizing
Socializing
Exchanging

Weak
Emotional Logical

Influencee’s personality

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SUMMARY
Unit of measure

• We shared 10 influencing tactics that are often used

• There is no influencing tactic that works well in all

situations or with all people

• Remember that the situation and the person you are

dealing with will determine which will work best

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REMEMBER
Unit of measure – PEOPLE SEE THINGS DIFFERENLTY

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 Influencing
Unit of measure

others

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