Have a look at this picture. What do you see? Now show it to your colleague. What do they see? Do you both see different things?
Imagine influencing in this instance if you wanted to paint the pillars and your colleague can only see people? How difficult would it be to get them to agree to paint pillars they cannot see? This can often be what is happening when you are struggling to influence people at work and at home to do what you think is important? They just see different things or things differently, so we need to help them see what we see so that we can move forward together. Here are some things to help you:-
Approaches to Influencing
We can use a Push or a Pull approach to influence
|Pushing the person or the situation to your viewpoint
||Pulling people with you
|Forcing your views
||Gains a deeper commitment from the other person
|May be blunt and direct
||They feel good about the outcome
|Can save time
||Can take longer
Why would anyone be influenced by me?
Both styles have a place in our lives. For example, if there is a health and safety risk the push style would work really well but if you are influencing change over a long time period a pull approach may sustain the change for longer. We all have power levers (French & Raven, 1960) we just don’t always realise it. Here are some power levers for you to consider if you have them. Still not sure? Drop us an email at email@example.com and we will help you explore yours.
||Coercive power Legitimate/Position power Reward power Resource power
||Expert power Personality power Social power
||Network power Information power
But how do I decide what to influence?
The Circle of Concern (Steve Jobs, 2011) gave us this tool to help us focus on what we can control and not waste energy on the things that we cannot. To use this tool, make a list of all the things that concern you, now place them into the circles on our worksheet. The circle of influence should contain the things that you can influence, and the circle of concern should contain the things that worry you, but you have no control over. Click here for circle of concern.
Want to explore more – why not express interest in our Influencing and Persuading course.
Contact firstname.lastname@example.org for more information.
Published 1st June 2018