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Moments of Influence

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(from an event at IxDA SF with Dan Szuc and Jo Wong) Driving change is not as easy it sounds. Change is about people and is thus inherently messy. Coping with the mess means we must relate to, engage with and encourage people's thinking, feeling and acting as well as their actions. We already spend a reasonable proportion of our time influencing people we call collaborators, clients, stakeholders, bosses, customers (to name a few), although we may not always be aware we are doing it.

Together we will look at influence in work, question the language used during change and reflect on the various elements of influence that we too often fail to consider in our own aspirations. We will also look at frustrations and barriers that get in the way of the work we would prefer to be doing. Steve, Jo and Dan will lead a small exercise to help make the principles of influence more personally actionable.

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Moments of Influence

  1. 1. 1 Moments of Influence Steve Portigal @steveportigal
  2. 2. Moments of Influence ‹#› Portigal Click to edit Master title style Unpacking Influence
  3. 3. Moments of Influence ‹#› Portigal Click to edit Master title styleInfluence > persuasion
  4. 4. Moments of Influence ‹#› Portigal Click to edit Master title styleInfluencing another to take action
  5. 5. Moments of Influence ‹#› Portigal Click to edit Master title styleInfluencing another to let you take action
  6. 6. Moments of Influence ‹#› Portigal Click to edit Master title styleInfluencing someone to change their beliefs reciprocity-failure.blogspot.com
  7. 7. Moments of Influence ‹#› Portigal Click to edit Master title styleShow someone a new way of looking at it @RobbFraley
  8. 8. Moments of Influence ‹#› Portigal Click to edit Master title style Musing on Influence
  9. 9. Moments of Influence ‹#› Portigal Click to edit Master title styleCredibility/Thought Leadership
  10. 10. Moments of Influence ‹#› Portigal Click to edit Master title styleTeaching as influencing
  11. 11. Moments of Influence ‹#› Portigal Click to edit Master title styleModeling Behavior
  12. 12. Moments of Influence ‹#› Portigal Click to edit Master title styleLeadership without title
  13. 13. Moments of Influence ‹#› Portigal Click to edit Master title styleBeing open to being influenced by others
  14. 14. Moments of Influence ‹#› Portigal Click to edit Master title style Getting practical
  15. 15. Moments of Influence ‹#› Portigal Click to edit Master title styleCialdini’s Principles of Ethical Influence Reciprocity Scarcity Authority Consistency Liking Consensus/Social Proof
  16. 16. Moments of Influence ‹#› Portigal Click to edit Master title styleReciprocity We want to return favors
  17. 17. Moments of Influence ‹#› Portigal Click to edit Master title styleScarcity An offer is more appealing if there are limited quantities
  18. 18. Moments of Influence ‹#› Portigal Click to edit Master title styleAuthority We are influenced by symbols of authority and authority figures
  19. 19. Moments of Influence ‹#› Portigal Click to edit Master title styleConsistency If we’ve committed to something, we will follow through
  20. 20. Moments of Influence ‹#› Portigal Click to edit Master title styleLiking We are influenced by people whom we like
  21. 21. Moments of Influence ‹#› Portigal Click to edit Master title styleConsensus/Social Proof If everyone does it, then we’ll do it
  22. 22. Moments of Influence ‹#› Portigal Click to edit Master title style Resources, presentations and to purchase http://rosenfeldmedia.com/books/interviewing-users/ I’m asking you to check out this stuff Interviews with in-house user research leaders http://www.portigal.com/series/DollarsDoDonuts/
  23. 23. Moments of Influence ‹#› Portigal Click to edit Master title styleExercise: Planning for Influence • Work in groups of 3-4 • Get a scenario card • Discuss how you would handle the situation • Write down a few key steps • Let’s share
  24. 24. Moments of Influence ‹#› Portigal Click to edit Master title style Portigal Consulting www.portigal.com @steveportigal steve@portigal.com Thank you!

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