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