This document summarizes a presentation on influencing without authority. It discusses different types of intelligence that contribute to effective influence, including emotional intelligence, narrative intelligence, and ethical intelligence. The presentation introduces an influencing IQ model with four quadrants representing these intelligences. It provides strategies for influencing others, including being generous, finding a simple theme, forming alliances, and creating a sense of urgency. The document emphasizes developing credibility and one's story as keys to influence.

1. Influencing Without Authority
Increase your influencing IQ
Presented by Greg Bayne
Director / Leadership Capability Consultant
Total Leader and Coach Solutions
Maximising People Potential

2. What is effective influence?
• Think about someone who has influenced
you – what was it about this person that
caused you to be influenced by them?
• What would it take for someone to
influence you?
• Identify your top attribute & characteristic.
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3. What if...
• I need to influence you to consider
launching yourself down a water slide on a
mountain side with a ramp at the end.
• The goal is to go down the slide launching
off the ramp to land in a small target area
2m by 2m approximately 100m from the
ramp.
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4. I could...
Do the maths: mass, distance, speed, angle of launch
etc. and calculate all the necessary requirements to
successfully launch you into the little tub at the end.
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5. Or I could...
Find out what would
motivate you; excite you;
challenge you etc.
Maybe you like the thrill?
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6. Or I could...show you
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7. TLC Solutions Intelligent
Influence Model
•Intelligence (IQ) •Emotional
• Learnt intelligence intelligence
• Innate intelligence • Self-awareness
• Self-management
• Social awareness
• Relationships
IQ EIQ
Intelligent
Influencing
Influencing IQ
NIQ EtIQ
•Narrative •Ethical
intelligence intelligence
Copyright © TLC Solutions
• Street smart • Integrity
Australia Pty Ltd 2009 • Quick on your feet • Professionalism
This model may not be copied or
• Tell a good story • Trust
replicated without express permission
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8. Influential People – Intelligent Influence
IQ EIQ
NIQ EtIQ
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9. The ultimate key to influence
Credibility
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10. Laws of Physics – guiding principles
Newton’s First Law of Motion: An object continues in a state of rest or in a state of motion at a
constant speed along a straight line, unless compelled to change
Decision Inertia
that state by a net force. (Cutnell & Johnson, 1989)
Newton’s Third Law of Motion: Whenever one body exerts a force on a second body, the second
body exerts an oppositely directed force of equal magnitude on the
Conservation of
first body (Cutnell & Johnson, 1989).
Momentum
The First Law of Thermodynamics: When a system absorbs an amount of heat Q and performs an
amount of work W, the internal energy of the system changes by an
amount U, from an initial value of Ui to a final value of Uf (Cutnell &
Johnson, 1989)
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11. Application of laws of physics on
influence
Object A continues
in current direction
until an external
Object
force is applied B
Object
B
Object
Object Object B
A A Object
A
Object
Object A If the force applied is
demonstrates absorbed AND work A
resistance to the is done with that
applied force input, then change
occurs
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12. •Intelligence (IQ) •Emotional
• Learnt intelligence intelligence
• Innate intelligence • Self-awareness
• Self-management
• Social awareness
• Relationships
IQ EIQ
Intelligent
Influencing
Influencing IQ
NIQ EtIQ
•Narrative •Ethical
intelligence intelligence
• Street smart • Integrity
Copyright © TLC Solutions • Quick on your feet • Professionalism
Australia Pty Ltd 2009 • Tell a good story • Trust
This model may not be copied or
replicated without express permission
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13. Influence through cognitive
dissonance...
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14. 1st Quadrant - Intelligence
• Influence based on intellectual logical
analysis and arguments
• Make a good argument based on facts
•Intelligence (IQ)
• Learnt intelligence and evidence
• Innate intelligence
• Effective decision making
• Crystallised intelligence learning from
past experience (and continues to grow)
IQ • Fluid intelligence think and reason
abstractly and solve problems
independent of learning experience and
education
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15. And what went wrong here?
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16. 2nd Quadrant – Emotional Intelligence
•Emotional
2. Self- 4.
intelligence
• Self-awareness management Relationship
• Self-management management
• Social awareness
• Relationships
EIQ
1. Self- 3. Social
Awareness awareness
Source: Daniel Goleman
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17. Understanding EIQ Source: Daniel Goleman
•Emotional self-awareness
•Accurate self-assessment
Self-awareness •Self-confidence
•Emotional self-control
•Transparency
Self-management •Adaptability
•Achievement
•Empathy
•Organisational awareness
Social awareness •Service
•Flexibility
•Developing others
Relationship management •Conflict management
•Team work and collaboration
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18. What about inspiration?
At the age of just 24, Ferdinand Porsche quite
literally hit the headlines for the first time at the
Paris World Exhibition in the year 1900,
presenting a vehicle with an electrically driven
wheel hub motor he had built on behalf of the
Lohner Coach Factory in Vienna, a purveyor to
the Austrian royal family. In the same year he
also built the Lohner-Porsche Mixte, the first
vehicle ever to feature a combination of petrol
and electric drive – and, therefore, the first
predecessor to today’s cars with hybrid drive.
And just shortly thereafter, Ferdinand Porsche
introduced all-wheel-drive technology and the
all-wheel brake system into the world of
automobile production.
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19. Narrative Intelligence
• Based on the work by Albert
Bandura we know that we can
change our minds based on
actual experience, observed /
NIQ vicarious experience, and what
others tell us i.e. stories
•Narrative
intelligence
• Street smart
• Quick on your feet
• Tell a good story
When we listen to a story we are moved
by emotion, we engage with a story
from our own perspective, and we
interpret meaning based on our own
perceptions and experiences.
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20. Three approaches to story telling
Approach Advantage Disadvantage
Forward March: sequential, from a to • It is easier to devise and organise • It’s difficult to tell a complete and
b to c etc. No stopping and no a plot textured story without shifting back
double back • Less fraught with traps and forth in time
• It is a simpler technique to master • Without flashbacks your story-
telling options are limited
Total Flashback: shifting the current • It opens up the story to the past • Unless this approach is executed
story to the past; then tell the and allows you to include with skill, the listener could get
story from that perspective until information that would normally be confused about what’s then and
you reach the present again absent what’s now
• Add depth and texture to the • It is a more demanding technique
narrative to master
Zigzag: a mixture between the • It allows considerable flexibility in • Unless this approach is used with
forward timeline and flashback; how you tell the story skill, the listener will get confused
using mini-flashback’s along the • You can provide background between past a present
way to add complexity information as required • It is the most challenging
• Use it to pique the curiosity of the technique to master
audience
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21. Ethical Intelligence
Values
Beliefs
Professionalism
EtIQ Trust
•Ethical
Integrity
intelligence Honesty
• Integrity
• Professionalism Authenticity
• Trust
This is a make or break quadrant!
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22. Ten Influencing Strategies
Strategy
Be Generous
Find a simple theme that captures your idea – slogan / elevator speech
Get your idea on the agenda, create a sense of urgency
Score small wins early and broadcast them widely
Form key alliances to broaden your base
Create a snowball effect
Be flexible – respond and adjust
Lock it in
The ultimate empathic statement: “Let me be sure I heard what you
said...”
What is my story?
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23. Final thoughts & reflections
Which quadrant is your strength, and which is your
weakness?
Which aspect of emotional intelligence do you need to
develop most?
What will your story be? And, will you love what you preach?
What is going to be an action you will put in place within the
next 72 hours?
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24. Thank you
TLC Solutions – Greg Bayne
Mobile: 0413 046 870
Email: greg@tlcsolutions.com.au
Web: www.tlcsolutions.com.au
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