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Mike ke Usher er
Sector Lead, Health & Central Government Wales Audit Office
Impact and Influencing workshop!
Welcome to the
Impact Influence
workshop! Mike ke Usher er Sector Lead, Health & Central - - PowerPoint PPT Presentation
workshop! Mike ke Usher er Sector Lead, Health & Central - - PowerPoint PPT Presentation
Welcome to the Impact and Influencing workshop! Mike ke Usher er Sector Lead, Health & Central Government Wales Audit Office Impact Influence Your Personal Skills Toolbox First impressions count How long have you got..? The
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Your Personal Skills Toolbox
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How long have you got..?
First impressions count…
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The ‘Primacy Effect’ creates a lasting impression:
5 seconds = Entrance 20 seconds = Greeting 60 seconds = Rapport
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Words = 7% Body = 55% Voice = 38%
Conclusion = It’s not WHAT you say,
The Mehrabian model:
it’s HOW you say it!
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Vocabulary, Phrasing, Logical flow, Use of Facts / Reasoning / Emotion Tone, Pitch and modulation, Pace, Pauses, Intonation, [Accent?] Posture, Eye contact, Handshake, Facial expression, Gestures, Speed of movement
‘All the world’s a stage…’
Words: Voice: Body:
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Influencing
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‘The Art of Persuasion’
Aristotle (384-322 BC) Persuasion = ‘the art of getting people to do something that they wouldn’t
- rdinarily do if you didn’t ask’
Ethos Ethical – character & reputation Pathos Emotional appeal Logos Logic, reason and words
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SITUATIONAL MOVEMENT RELATIONAL A PROCESS
INFLUENCING is…
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ESTABLISH CREDIBILITY FRAME FOR COMMON GROUND CONNECT EMOTIONALLY PROVIDE EVIDENCE
- Be aware of
wants / needs
- Show your own
commitment
- Match your
emotions to your audience
- Expertise
- History of sound
judgement
- Trusted to listen
and act in best interests of
- thers
- Identify shared
benefits
- Understand your
audience
- Listen, test ideas,
ask questions
- Use examples,
stories, facts, metaphors, analogies
- Paint vivid word
pictures
Preparation is vital!
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DEMONSTRATE CONFIDENCE INVOLVE ME SHOW PASSION
HOW PEOPLE LIKE TO BE INFLUENCED
TRACK RECORD APPRECIATE ME GIVE ME EVIDENCE BE CLEAR
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BEING PATRONISED HARD SELL TACTICS USE OF POWER OR AUTHORITY BEING MANIPULATED ASKING THEN DISCOUNTING IDEAS
INFLUENCING TURN-OFFS…
NOT WALKING THE TALK
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6 Levels of Listening
- Listening to argue
- Listening to think about your next question
- Listening to demonstrate you are listening
- Listening actively
- Listening to understand
- Listening to help the speaker
understand themselves
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Values & Influencing:
Know your own core values and stay true to them:
- Sincerity
- Honesty
- Integrity
- Consistency
= Authenticity Observe and learn from others, but don’t try to be someone else! Displayed in your behaviours
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Building effective relationships:
- It takes time
- It takes effort
- It takes two..!
Make an impact Develop rapport Generate interest Develop respect (and liking?) Create a lasting and positive impression
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Any Questions?
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Influencing exercise:
- 1. Think about a work situation where you
need / hope to exercise some influence.
- 2. Identify who you need to influence.
- 3. Think about the ways in which they like /
do not like to be influenced.
- 4. Develop an outline plan for how you will
influence them to achieve your desired
- utcome.
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Mik ike Ush sher
Sector Lead, Health & Central Government Wales Audit Office mike.usher@audit.wales 029 2032 0573
Impact and Influencing workshop!
Thank you for attending the