This document provides an introduction to influencing and influencing skills. It discusses the concepts of influence, power and moving people from resistance to compliance to commitment. It outlines three approaches to influencing others: logical appeal by appealing to reason and intellect but also requiring credibility; emotional appeal by connecting messages to individual goals and values which requires understanding the other person; and cooperative appeal by building connections between people to gain support. It provides tips for being likeable such as sincerity, transparency and understanding others as well as giving compliments. The key takeaway is that influencing others requires changing one's own behavior such as consistently finding similarities and understanding and giving sincere compliments.

1. Introduction to
influencing
Andrew Harrison Styles
March 2015

2. Objective:
Understand the basic
concepts of influencing,
how these can be
applied and what can be
done to further enhance
influencing skills.
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3. Influence
Power and ability to personally affect others’
actions, decisions, opinions or thinking
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4. Moving people from
Resistance  Compliance  Commitment
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5. How
important
are
influencing
skills
to our
success?
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6. How to influence others?
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7. Taps into people’s
reason & intellect
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1. Logical appeal

8. BUT…
the facts don’t matter…if no one believes you
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9. Therefore, successful logical
appeal is not just about the logic
– it’s also about:
Credibility
Being genuine
and…
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10. 2. Emotional appeal
Connects your message, goal
or project to individual goals
and values
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11. To make an emotional
appeal you must have
some relationship with,
and understanding of, the
person you’re appealing to.
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Be more likeable

13. Too many people succumb to the mistaken belief
that being likeable comes from natural,
unteachable traits that belong only to a lucky few.
In reality, being likeable is under your control
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Research: People would
rather work with
someone who is likeable
and incompetent than
with someone who is
skilled & unappealing

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Tiziana Casciaro,
Harvard Business School
How we value
competence changes
depending on whether
we like someone or not.
People who lack social
competence end up
looking like they lack
other competencies,
too

16. UCLA study: Subjects rated
over 500 adjectives based
on their perceived
significance to likeability.
The top adjectives were
sincerity, transparency, &
capacity for understanding
(another person)
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17. Learn about & understand
the other person
30% vs 90% success
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18. Compliment
“To the brain, receiving a
compliment is as much a social
reward as being rewarded money.”
Professor Norihiro Sadato, National Institute for
Physiological Sciences
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19. Sincerity!!!
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20. Being positive
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21. Video – effect of
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22. Halo effect
Uses a
characteristic
(such as being
positive) to blind
us to less
endearing traits
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23. 3. Cooperative appeal
Builds a connection between you, the person you
want to influence and others, to get support for
your proposal
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24. Collaboration: Figuring out how you will do it together
Consultation: Finding out what ideas other people have
Alliances: Drawing on whoever already supports you or
has credibility you need
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Key point: We can only effect desirable
behaviour change in others by…
changing our own behaviour

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Consistently search for
similarities & understanding
Develop the habit of giving
sincere compliments
Familiarity and contact
enhance liking
Takeaways

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