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Jon Stephenson
https://uk.linkedin.com/in/stephensonjon
Positive Influencing – pull the other one!
Pull behaviours – being collaborative and visionary by:
• Exploring options – “So, let’s consider some of the different ways we could try to achieve X”
• Demonstrating openness – “So, I'm open to suggestions. How do you think we should do X?”
• Practising active listening – “So, you’re saying you’d be happy for us to do X, if we considered Y?”
• Painting a compelling picture – “So, just imagine how great it would be, if we did X and achieved Y”
• Focusing & building upon common ground – “So, we both want to improve Y; we could try doing X”
Push behaviours – being directive and persuasive by:
• Giving your views and opinions
– “I think we should definitely go with X because it will…”
• Expressing your feelings
– “I’m really not keen on Y, but I'd be happy to go with X”
• Stating your expectations
– “I need you to do X and it must be finished by DD/MM”
• Using incentives and pressures
– “I'll give you Y, if you do X” or “if you don’t do X, I will…”
Jon Stephenson
https://uk.linkedin.com/in/stephensonjon
Positive Influencing – pull the other one!
Adapt your approach according to the
situation and your relationship with
the person you’re trying to influence
STYLE
BEHAVIOUR
POSITIVE
IMPACT
NEGATIVE
IMPACT
Being collaborative and visionary by:
• Exploring options
• Demonstrating openness
• Practising active listening
• Painting a compelling picture
• Building upon common ground
When used correctly, it should:
• Achieve better outcomes (win-win)
• Have a longer-lasting effect
• Develop stronger relationships
When used inappropriately, it may:
• Take more time
The user may appear:
• Indecisive and lacking confidence
• Over-indulgent and ingratiating
Being directive and persuasive by:
• Giving views and opinions
• Expressing feelings
• Stating expectations
• Using incentives and pressures
When used inappropriately, it may:
• Be difficult to gain buy-in
• Damage the long-term relationship
The user may appear:
• Overpowering and impersonal
• Manipulative and coercive
When used correctly, it should:
• Achieve faster outcomes
• Create an immediate impact

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Positive Influencing - pull the other one!.pptx

  • 1. Jon Stephenson https://uk.linkedin.com/in/stephensonjon Positive Influencing – pull the other one! Pull behaviours – being collaborative and visionary by: • Exploring options – “So, let’s consider some of the different ways we could try to achieve X” • Demonstrating openness – “So, I'm open to suggestions. How do you think we should do X?” • Practising active listening – “So, you’re saying you’d be happy for us to do X, if we considered Y?” • Painting a compelling picture – “So, just imagine how great it would be, if we did X and achieved Y” • Focusing & building upon common ground – “So, we both want to improve Y; we could try doing X” Push behaviours – being directive and persuasive by: • Giving your views and opinions – “I think we should definitely go with X because it will…” • Expressing your feelings – “I’m really not keen on Y, but I'd be happy to go with X” • Stating your expectations – “I need you to do X and it must be finished by DD/MM” • Using incentives and pressures – “I'll give you Y, if you do X” or “if you don’t do X, I will…”
  • 2. Jon Stephenson https://uk.linkedin.com/in/stephensonjon Positive Influencing – pull the other one! Adapt your approach according to the situation and your relationship with the person you’re trying to influence STYLE BEHAVIOUR POSITIVE IMPACT NEGATIVE IMPACT Being collaborative and visionary by: • Exploring options • Demonstrating openness • Practising active listening • Painting a compelling picture • Building upon common ground When used correctly, it should: • Achieve better outcomes (win-win) • Have a longer-lasting effect • Develop stronger relationships When used inappropriately, it may: • Take more time The user may appear: • Indecisive and lacking confidence • Over-indulgent and ingratiating Being directive and persuasive by: • Giving views and opinions • Expressing feelings • Stating expectations • Using incentives and pressures When used inappropriately, it may: • Be difficult to gain buy-in • Damage the long-term relationship The user may appear: • Overpowering and impersonal • Manipulative and coercive When used correctly, it should: • Achieve faster outcomes • Create an immediate impact