Power and Influence Without Authority Workshop Details

Where to Start?

Distinguishing between influence and persuasion
How negotiation differs from influence and persuasion

Assessing Yourself and the Situation

Influence starts with credibility
Activity: Building trust and expertise
Activity: Assessing your credibility
An assessment model for influence and persuasion
Activity: The price we pay to get results
Activity: Assess your situation 

Techniques for Persuasion

Personality temperament

What forms personality
Getting to know the four temperaments
Communication cues associated with each temperament
Activity: Four communication paradigms
What the four temperaments have in common
Activity: Using temperament as a persuasion tool 

Using stories strategically

Activity: What makes a story memorable
Distinguishing between stories and examples and case studies
Activity: How could you use this story?
Criteria for choosing stories to tell
The structure of great stories
Activity: Craft a story
Evoking stories from people
Activity: Using stories to persuade others

 The power of language

Activity: The cobbler’s children
Working the human system
Communication choices: Expressive or receptive
Assessing and responding to objections

Influencing Others

How to decide whether or not influencing strategies will work

Strategy 1: Formal and informal uses of authority
Strategy 2: Liking—building rapport and techniques to promote liking
Strategy 2: Commitment and consistency through small concessions and thoughtful questions
Strategy 4: Reciprocity—giving something of perceived value and rejecting extreme requests
Strategy 5: Scarcity—making something rare and the art of secrets
Strategy 6: Social proof—the power of conformity
Strategy 7: Perceptual contrast—how the contrast principle works and creating benchmarks