Developing your influencing skills

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Seamus O'Farrell
Communication managers' workshop
www.charitycomms.org.uk/events

Published in: Technology, Spiritual
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Developing your influencing skills

  1. 1. PersuasionTo induce to believe by appealing to reason orunderstandingInfluencingThe action or process of producing effects on theactions or behaviours of others
  2. 2. “Only 5% of our ideas reach consciousness. Moreover, the 95% below the surface ofconscious awareness shape andstructure all conscious thought.” George Lakoff, Cognitive Lingusitic Psychologist
  3. 3. Brain
  4. 4. System1Primitive Emotional Brain Unconscious Attention System 2 Modern Thinking Brain ConsciousNeeds Emotion Memory Calculating Considering STRONG Reflective Automatic Uncontrolled Controlled Instinctive Reasoned Implicit WEAK Cautious Effortless Explicit Associative Effortful Biased Rule-following Long-term memory Short-term memory Fast Slow
  5. 5. dog chair boat windowblock fan wheel traybottle fence brush seatcar cat tree table
  6. 6. green yellow blue redred blue yellow greenblue red green yellowgreen blue red yellow
  7. 7. green yellow blue redred blue yellow greenblue red green yellowgreen blue red yellow
  8. 8. Emotions
  9. 9. Homo economicusHomo animi motus
  10. 10. “Man is not a rational animal, he is a rationalising one.” Robert Heinlein, Philosopher
  11. 11. “What is irrational aboutresponding quickly to danger with evolutionarily perfected emotions?” Daniel Goleman, Psychologist
  12. 12. “The essential differencebetween emotion and reason is that emotion leads to action, while reason leads to conclusions.” Donald B. Calne, Neurologist
  13. 13. “Civilisation advances by extending the number of important operations we canperform without thinking about them.” Albert North Whitehead, Mathematician & Philosopher
  14. 14. “We are a set of over-emotional, biased, pigeon-holing, lazy thinkers.” Seamus O’Farrell
  15. 15. RASSCAL
  16. 16. ReciprocationAttentionSocial ProofScarcityCommitmentAuthorityLiking
  17. 17. Reciprocation Give to get
  18. 18. AttentionIf you don’t get noticed, everything else is academic
  19. 19. Social ProofLike it or not, we are sheep
  20. 20. ScarcityPeople crave what they fear they can’t get
  21. 21. Commitment & ConsistencyHonouring a commitment is congruent with self-image
  22. 22. AuthorityPeople obey authority figures
  23. 23. LikingPeople are more easily persuaded by those they find attractive
  24. 24. PrimingAnchoring Framing
  25. 25. “Knowledge points to allthat is. Imagination points to all that can be.” Albert Einstein

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