
Understanding Influence

Understanding Influence
Influence can be as complex as forming an alliance of nations to try to influence a rogue country's leadership to change its policies or as simple as a child smiling and extending his hand in an offer of friendship. Every time we try to affect how other people think, behave, or decide, we are trying to influence them. A smile and a handshake are attempts to socialize (see below), to form a connection and break down barriers. As people get to know us and like us, they are more likely to say yes to our requests.
The Ten Influence Techniques
1.
Legitimizing: Justifying what you want someone to do by appealing to authority.
2.
Logical Persuading: Using logic to explain what you want and why you want it or to prove an assertion.
3.
Exchanging: Negotiating or bartering for what you want. Attempting an exchange.
4.
Stating: Being assertive and stating what you want of what you believe.
5.
Socializing: Getting to know the other person, being open, conversational, and friendly. Seeking common ground.
6.
Appealing to relationship: Gaining agreement or cooperation with people you already know well: friends or family.
7.
Consulting: Engaging or stimulating people by asking questions and involving them in the solution.
8.
Alliance building: Building a coalition of supporters who will help you influence someone else.
9.
Appealing to values: Making an emotional appeal or an appeal to the heart. Engaging people's values and beliefs.
10.
Modeling: Behaving in ways you want others to behave, being a role model, mentor, teacher, or guide.