Day 3 PM Objectives

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Day 3 PM Objectives

• Effectively network within the organization
• Overcoming barriers
• Successfully navigate organizational politics
• Identifying the client, breakdown barriers,
  processes, concerns of who supports who.

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Overcoming Barriers to Moving Forward

• One of the most effective influencing strategies
  for moving people forward when you are faced with
  a barrier is to spell out the consequences and
  then contrast those with the direction you think
  would be more appropriate.
• Exercise - Lets look at how the Laws of Contrast
  and Scarcity work, then discuss how executives
  use these laws to steer their peers towards the
  executives goals.

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6 - The Law of Contrast
Law of Contrast When the contrast between
alternatives is great, it is easier to convince
people to take one path rather than the other.


Give a little, get a lot. Leverage makes the
world go round. People are more inclined to do
something if the cost to them (monetary,
personal, business) is much less than what they
will receive (gain) by taking the action. The
more extreme the difference (the more contrast)
the two have, the easier it will be to influence
someone to take one path rather than the other.
You can leverage the contrast to sway them in
your direction. Also, if two ideas are different,
they will appear even more at odds with each
other if presented at the same time. This is
particularly significant when dealing with
paradoxes or conflicting ideas that are debated
in juxtaposition.
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Contrast
In order to make something appear more
significant you need to increase the degree of
separation. Compare the ends of the spectrum to
enhance compliance. EXERCISE Give two
examples of the Law of Contrast.
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17 - The Law of Scarcity
Law of Scarcity People are willing to pay a
higher price when items they desire are rare,
limited, or not readily available.
Go with your gut. Remain true to your
ideals.     People are influenced by possessing
that which others do not or cannot acquire. It
gives them a sense of importance, sets them apart
from their peers, and makes them feel special.
Combining the law of Scarcity with the Law of
Satisfaction can be one of the most powerful
influencing strategies to use on those
predisposed to insecurity or fear of failure.
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Scarcity
Bottom line is that if people think that the
window of opportunity is closing, then they are
propelled to act. The less available or
accessible a commodity is, the more people value
it. The value of an object increases as
availability decreases. They are inversely
proportional. What industries take advantage of
this tactic? How can you make sure that you do
not get caught by the Law of Scarcity?
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Building Influence-based Relationships

• Recall

Taxonomy of Social Power
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• And

LPC Results

• Low LPC Leaders
• Primarily motivated by task accomplishment
• High LPC Leaders
• Primarily motivated by personal relationships
• Leaders move to secondary level of motivation
  only after satisfying primary

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9 - The Law of Friends
Law of Friends People usually respond more
favorably to advice and recommendations that they
receive from friends.
The stronger the referral, the weaker the
resistance    People are more likely to take
action when given a referral or recommendation by
a friend because they believe their friends have
their best interests at heart.
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Friends

• Doing business with friends can cause problems
  but dont most people feel that their friends
  have their best interests at heart? Doesnt it
  make sense to follow your friends
  recommendations? What happens when you let this
  unduly influence your decisions?
• Have you ever regretted your decision to go along
  with a friends recommendation? What will you do
  in the future to make sure you conduct adequate
  research before you make your final decision? Can
  this cause problems? What happens in business?
  How do you assure that a conflict of interest
  does not occur?

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12 - The Law of People Pleasing
Law of People Pleasing To influence others,
identify what will please them and deliver it to
them.
Move beyond selfishness and allow your thoughts
and actions to focus on other people. Even if
you are not friends, nor ever will be friends,
perhaps just business acquaintances, you can
figure out what pleases the other person and
deliver something that would give them pleasure.
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14 - The Law of Prospecting and Networking
Law of Prospecting And Networking People are
more likely to succeed when they have help from
those who have the contacts to help them reach
their goals.
Its not only what you know, its who knows what
you know and who they know that they can tell.
People are more likely to get their objectives
met, when they share their agenda and goals with
people who have the resources (and/or contacts)
to help them reach their goals. Goal-setters who
understand the importance of making connections
realize that their goals can be achieved quicker
when their circle of friends and acquaintances
are able to assist. The more in line your circle
is with your dreams, the better your chances of
success.
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Prospecting

• Be a Connector!
• People are tuned to WIIFM (Whats In It For Me?)
• The mind always asks Who has the ability to help
  me achieve my goals?
• If you help other people make the right
  connections and the principle of reciprocity is
  put into play. They, in turn, will try to connect
  you with the people who can forward your agenda.
  THINK Political clout is often based on
  connecting people with others who gets the
  invitations to the right parties?

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15 - The Law of Reciprocity
Law of Reciprocity Recipients of gifts, or
help, most often feel that they have an
obligation to repay those who gave to or helped
them.
Ill scratch your back if youll scratch
mine    People are inclined to repay others in
measures equivalent to that which they received.
The receivers opinion of the value (of the gift)
is always based on their personal perception of
what the favor, item or service is worth to them.
The value of their reciprocal payment to you is
often also equated with how much the individual
perceives that you had to give up in order to
make the gift to them. People who make an effort
to help others get their goals met are more
likely to get their own goals met based upon the
principle of reciprocity.
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Reciprocity

• People will generally repay in kind at the
  minimum of their perceived value of what you
  give them (or what they think they owe you).
  Societal behavior has trained individuals to have
  a strong sense of indebtedness to people who give
  them something or who do them (or those in their
  care e.g. parents, children, brother, etc.) a
  favor. Until that debt is repaid at a minimum of
  the perceived value of the original gift, the
  receiver has a sense of obligation to the giver.
• How can you use this knowledge in your industry?

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18 - The Law of Similarity and Attraction
Law of Similarity And Attraction Individuals
are more prone to being influenced when they
share our beliefs, interests, and values.
We are most comfortable and least stressed with
people who mirror ourselves. People are more
inclined to be influenced by others who share the
same beliefs, interests, and values and who have
personalities that appeal to them.
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Similarity and Attraction
People with similar characteristics, beliefs,
and values are more likely to follow/trust one
another. Once similarities are established, a
bond is created and the opportunity to influence
increases. Praise is another factor that can
increase the strength of an attraction and
creates a greater probability for influence.
WARNING!!!! Resist the urge to stereotype! There
are ALWAYS exceptions to the general rule.
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How Can You Achieve Status in the Corporate World?

• Use the Law of Expertise, the Law of Friends
  (preferably in High Places ?), and/or the Law of
  3rd Party Endorsement
• Exercise How can you accomplish this with grace?

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19 - The Law of Societal Pressure
Law of Societal Pressure -The people with whom we
interact on a regular basis (our peer group)
strongly influence our actions, decisions, and
behavior.
A persons community is usually the rudder of
their ship.   People tend to look to others in
society, in their community, and within their
culture for direction. Their actions, decisions,
and behaviors are influenced by the circle of
people that they interact with on a regular basis.
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Social Proof

• There is a strong tendency for humans to rely on
  other people for help on how to think, feel, and
  act. Persuasion from peers can be a highly
  effective influencing tactic. For example, an
  established highly regarded employee has a better
  chance of swaying the decision of the group than
  an outsider would. Societal norms frame the
  way people perceive situations, memories, or
  recall an event. Societal norms are based on
  behavioral frames. Frames form the context for
  how we view the world and make decisions. How can
  you use this information to positively influence
  employees and/or peers?

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20 - The Law of Status
Law of Status People give greater respect to
and have more faith in the words and beliefs of
those who have prestige, power, and esteemed
reputations.
Establish your reputation and guard it well. Then
people will seek your council. The higher you
rise in society, the more others will seek your
wisdom. People are inclined to give more respect
to or have more faith in the words/beliefs of
someone in a prestigious or powerful position, or
to someone who has a solid reputation. The higher
the degree of prominence, the more people will
tend to be influenced by them.
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Status

• Whos opinions do we listen to?
• Does power play a role in the Law of Status?
• Can you site an example of where this law has
  been used
• Positively?
• Negatively?

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8 - The Law of Expertise
Law of Expertise People are more likely to
listen to, trust, believe, and follow those who
are acknowledged experts in their fields.
Specialized knowledge is rewarded if others find
it valuable.    People are more likely to listen
to, trust and believe others with proven or
specialized knowledge of a topic, subject, or
interest.
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Expertise

• People are more inclined to follow those with
  established credibility and visible expertise.
  The need to subtly INFORM others of our basis of
  knowledge is often required during the
  influencing process.
• How have you noticed others accomplish this
  tactic gracefully? Give a few specific examples.

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21 - The Law of 3rd Party Endorsement
Law of 3rd Party Endorsement Many people are
influenced to take action when those they respect
and admire endorse certain positions.
People take comfort in knowing that they are not
the first to be convinced.   People are more
inclined to buy products and services, become
involved in something (or with someone) or change
beliefs, if they have the reassurance of an
experienced or respected third party to support
their decision. They will be influenced by what
others think of you, your products, and your
services.
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3rd Party Endorsement
You have a better chance to influence if someone
in a position of power gives a strong endorsement
or testimonial on your behalf. The more
credibility or power the referral source has, the
more weight the endorsement carries. How has this
been used against consumers? How can it be used
to benefit your department?
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Butterfly Effect

• The basis of the Butterfly Effect, or the
  Domino Effect, (one of the Theories of Chaos), is
  that the fluttering of butterfly wings has the
  potential to sufficiently disturb the air
  pressure at a critical time and place, causing a
  major impact on the weather system as a
  wholeperhaps even creating a typhoon. In a
  complex system such as the weather system, a
  small change can potentially have a huge effect.
  This theory is reflected in the Tipping Point.
• Note Not all elements in a system have equal
  importance.

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The Tipping Point
By Malcolm Gladwell
How Little Things Can Make a Big Difference
Graffiti in New York City -- Crime went down
substantially in the mid-1990s. How did they use
a series of little things to make the campaign
tip?
The Popcorn Report discusses Vigilant
Consumers. What are the potential effects of
disgruntled or dissatisfied customers?
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Strategies to Make the Message or Influencing
Process Tip
Controlling infectious diseases -- there is a
tipping point when an outbreak becomes an
epidemic. How did they stop the tipping?
A few customers can make - or break a new
restaurant. How do you make sure your business is
immune to the tipping effect or takes advantage
of the Tipping Point Theory?
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The Butterfly Effect
(Also called the Ripple Effect) is magnified
during the Influencing Process
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Stickiness
Stickiness is a critical component in tipping.
Unless you remember what I tell you, why would
you ever change your behavior or buy my product?
Stickiness refers to the memorability of a
message. This can be achieved through both the
presentation and structure of the information. A
message is influenced by both the content and the
messenger.
Exercise -- Do the two examples you came up with
previously have a stickiness factor? What can
you do (with your examples) to make sure they
stick and how would you enhance their
stickiness? 5 minute exercise
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The Tipping Point
Exercise Sesame Street Blues Clues -- How did
the producers enhance stickiness? Get into small
groups -- You have 15 minutes to come up with at
least ten examples/ways the producers of these
shows enhanced the stickiness of their
messages. 15 minutes
Exercise -- How can we capitalize on this aspect
of The Tipping Point theory? Translate the SS
BC exercise above -- How can an individual leader
use these methods to enhance the stickiness of
their message? 15 minutes
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Connectors

• People with a special gift for bringing the
  world together.
• Criteria to make someone a connector
• They know a large of people
• They know a diverse group of people (they are
• able to span into different worlds)
• They are versatile, curious, self-confident,
  social and energetic
• FEW DEGREES OF SEPARATION

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Mavens
An individual defined by economists as one
who accumulates knowledge. Also known as price
vigilantes. Seen as being the most important
people in the marketplace, as they are the ones
with the most information.
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Salesmen

• Individuals who have the skills to persuade us
  when we are unconvinced of what we are hearing.
  They use a subtle combination of verbal and
  non-verbal language patterns to convey messages
  to their audience.

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Tipping Point Exercise
EXERCISE Who are the connectors, salespeople,
and mavens in your organization? Keep this list
in your head and be able to access it at a
moments notice. Why is important to know who
these people are in relation to the influencing
process?
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Recommended Reading
For Political Acuity -- The 48 Laws of Power by
Robert Greene -- Very Machiavellian book -- do
not use the laws on others! This book is
important so that you do not get caught in the
middle of a power play! Please balance the
knowledge you obtain from this book with --The
Art of Worldly Wisdom by Baltasar Gracián
For Implementing Programs -- The Tipping Point
by Malcolm Gladwell
For underscoring the importance of getting
things done -- --Execution by Larry Bossidy
Ram Charan
For explaining the concept of excellence
Zapp,The Lightning of Empowerment by William C.
Byham, Ph. D. With Jeff Cox
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How do you cascade influence?

• Through an organization?
• A region?
• A culture?
• A nation?
• Specifically what tactics are used? Discuss how
  the influencing process has evolved (e.g. Blues
  Clues and Sesame Street)
• How does this relate to the Tipping Point Theory?

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