AdvantEdge Joy@Work Podcast:
AdvantEdge Joy@Work Podcast:

Episode · 6 years ago

LA001: How to influence anyone to do anything (so long as it is in their interests too)

ABOUT THIS EPISODE

I walked to the front of the meeting room past my muttering colleagues. My hands clammy, my shirt beginning to soak with perspiration in the air conditioned room. Blinded momentarily by the projector, I faced my audience. Their faces raptly attentive as they waited for the first words to come. I noticed my boss as he glanced at his watch. A phone buzzed in silent mode on the table and all eyes were drawn toward it. Someone muttered an apology as he picked up the errant phone and read the message. I had spent weeks preparing for this meeting. We were about to introduce a new computer system across the entire business and everyone in the room would be Blinded momentarily by the projector, I faced my audience. Their faces raptly attentive as they waited for the first words to come. I noticed my boss as he glanced at his watch. A phone buzzed in silent mode on the table and all eyes were drawn toward it. Someone muttered an apology as he picked up the errant phone and read the message. I had spent weeks preparing for this meeting. We were about to introduce a new computer system across the entire business and everyone in the room would be I noticed my boss as he glanced at his watch. A phone buzzed in silent mode on the table and all eyes were drawn toward it. Someone muttered an apology as he picked up the errant phone and read the message. I had spent weeks preparing for this meeting. We were about to introduce a new computer system across the entire business and everyone in the room would be I had spent weeks preparing for this meeting. We were about to introduce a new computer system across the entire business and everyone in the room would be affected. Nobody wanted the new system. I stumbled through my slides, gave them all the facts and outlined the plan. Still nobody wanted the new system. Nobody wanted the new system. I stumbled through my slides, gave them all the facts and outlined the plan. Still nobody wanted the new system. I had failed to influence my colleagues to support the project. So why had my long-prepared presentation failed to achieve the intended result?   When we link the required resources to the goal through personal benefit - we create motivation to change. That is, we influence the person to change. The answer lies in the Triangle of Influence When we are influenced to do something, we connect three things inside the brain: The goal we will achieve The resources achieving the goal costs, and The personal benefits that we get out of achieving the goal. When we believe that we have more value in the benefit than the cost, we will be motivated to act on achieving the goal. But if we believe that the cost outweighs the benefit, we will not be motivated to act. [player] Download the Triangle of Influence PDF Download the Triangle of Influence audio Everyone has influence! We all have the power to affect another person. The very definition of influence. But do you have the necessary power to affect the people you need to influence? When I was presenting to my colleagues in an attempt to influence them to support my project I neglected a few critical points. In particular: The objective of the project was not as clear for them as it needed to be. I couldn't really explain the cost to them, nor What was in it for them, personally. Not surprising then that they weren't motivated to action. People are influenced when they link a clear action (goal) with the PERSONAL benefits that they will gain that are greater than the cost to them of undertaking the action in their mind. It is critical that we realise that people are influenced when THEY make the link. Influence to act = PERSONAL Benefits > PERSONAL costs Surely it cannot be this simple? Well it can. But importantly, simple does not mean easy. If we wish to influence another person to undertake a particular action, to be certain that we motivate them to action, we need to know: What they PERCEIVE to be the personal benefits What value they place on those bene

Hi, you're listening to the advantage podcast with me, John Cameron. The triangle of influence. I walked to the front of the meeting room, past my muttering colleagues, my hands clammy, my shirt beginning to soap with perspiration. In the air conditioned room, blind is momentarily by the Projector, I faced my audience, their faces raptly attentive as they waited for the first words to come. I noticed my boss as he glanced at his watch. A phone buzzed in silent mode on the table and all eyes were drawn towards it. Someone muttered and apologies. I picked up the errand phone and bread for message. That's spent weeks preparing for this meeting. We were about to introduce a new computer system across the entire business and everyone in the room of the effective nobody wanted the new system. I stumbled through my slides, gave an...

...all the facts and outline the plan. Still nobody wanted the new system. I had failed to influence my colleagues to support the project. So why have my long prepared presentation failed to achieve the intended result? The answer lies in the triangle of impact. When we are influenced to do something, we connect three things inside the brain. One, the goal we will achieve, to the resources achieving the goal costs and, three, the personal benefits that we get out of achieving God when we believe that we have more value in the benefit than the cost, we will be motivated to act on achieving the goal, but if we believe that the cost out ways the benefit, we will...

...not be motivated to act. Everyone has invict we all have the power to affect another person. The very definition of influence. But do you have the necessary power to affect the people need to? When I was presenting to my colleagues in our attempt to influence them to support my project, and neglected a few critical points. In particular, the objective of the project was not as clear for them as it needed to be. I couldn't really explain the cost to them, nor what was in it for them personally. Not Surprising, then, that they weren't mot evated to action. People are influenced when they link a clear action the goal with the personal benefits that they will gain that...

...are greater than the cost to them of a taking the action in their mind. It's critical that we realize that people are influenced when they make the link. Influence to act equals the personal benefits being greater than the personal costs. Surely is cannot be the simple. Well, it can, but importantly, simple does not mean easy. If we wish to influence another person to undertake a particular action, to be certain that we motivate them to action, we need to know what they perceived to be the personal benefits and the value that they place on those benefits. We beat them over what they perceive to be the costs to them and the value that they place on those costs. And...

...beary bind that, even if we are to know this today, by tomorrow these may have changed. So we apply our own perception of what we think are the benefits costs for the other person. The greater our em think, the more likely we are to understand the other person well enough to influence them easily. Take a child's perspect as we approach the checkout and super little Johnny gerhabs a fistful of chocolate. The goal eat chocolate. The benefits, pleasure, sugar bound, the flavor cost zero. As a parent, you know that the cost is actually considerably higher, certainly in terms of cash but also there are future long term implications, such as weight gain a sense of entitlement. The pleasure doesn't have to Pai for as a parent, you want to...

...take the chocolate back after line, at which point little johnny increases the cost to the parent of doing so, crying, screaming and being generally bad behind why? Because such behavior has worked in the past. The cost to the parent could be that feeling of shame. We've all felt those eyes behind us in the queue. We can feel their disapproval of our parenting, as those who think we should simply give in and get out of their way and, though, those who think you are a terrible for having such an indiscipline child. Who influences whom? Well, that depends on the perception of the value of each of the associated costs. Either way, children learn the secret power they possess, which buttons to press to get what they want. As we...

...grow older and wiser, we lose this natural ability to get our own way. It is no longer seemly to lose our temper, even if it still works. The principles of influence, though, remain the same. If I ask you to do something, you'll want to know the cost for you and what's in it for you. Only when the benefit for you outweigh the costs will you we motivated to act. However, I can also influence you by manipulating your exception, or I could force or coerce you to do something. Where does influence cross the line? You've been listening to the advantage of podcast...

...with me, John Camera. To find out more, visit us at CELTS INCOM.

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