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- Herausgeber: John Wiley & Sons
- Kategorie: Ratgeber
- Serie: In A Day For Dummies
- Sprache: Englisch
- Veröffentlichungsjahr: 2012
Many people want to gain trust or support in business and throughout life, but the true skill is doing so in a charming fashion! Whether you're convincing the boss about your much-deserved promotion or a busy restaurateur to offer a better table, the ability to influence those around you can help improve and increase your successes. Increase Your Influence In a Day For Dummies is a cut-down version of Persuasion & Influence For Dummies. It covers: * Laying the groundwork for persuasion and influence * Getting things done with the help of others * Quietly creating big change * Online content: * 10 Sure fire ways to influence anyone
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Increase Your Influence In A Day For Dummies®
Table of Contents
Increase Your Influence In A Day For Dummies®
by Elizabeth Kuhnke
Increase Your Influence In A Day For Dummies®
Published by John Wiley & Sons, Ltd The Atrium Southern Gate Chichester West Sussex PO19 8SQ England www.wiley.com
Copyright © 2012 John Wiley & Sons, Ltd, Chichester, West Sussex, England
Published by John Wiley & Sons, Ltd, Chichester, West Sussex
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British Library Cataloguing in Publication Data: A catalogue record for this book is available from the British Library
ISBN 978-1-118-38050-5 (ebk); ISBN 978-1-118-38051-2 (ebk); ISBN 978-1-118-38052-9 (ebk)
Introduction
H ow would you like to change people’s beliefs and behaviours so they say ‘Yes!’ to your requests, proposals and propositions? How would you like to convince and motivate others in an ethical way to do as you’d like them to do? If you want to accomplish this, read on.
Persuasion and influence are about guiding people to make decisions based on reliable information and a sound relationship with you, in order for them to do what’s best for them. Savvy persuaders and influencers demonstrate respect for the people they want to influence. Through word choice as well as non-verbal behaviour, persuaders and influencers seek to understand where the other person is coming from.
Savvy persuaders and influencers demonstrate respect for the people they want to influence. The most successful influencers know what they want and how to convince others in ways that serve everyone’s needs and interests.
What You Can Do in a Day
As part of the In A Day For Dummies series, I designed this book to contain about a day’s reading (or a couple of days if you’re taking your time). I focused on some of the key skills and mindset required to influence others – all of which can be easily digested in a day. You should have enough information to be able to immediately increase your ability to influence others.
Foolish Assumptions
While I know the pitfalls of making assumptions, I’m prepared to assume that you:
Are interested in persuasion and influence and know a little bit about the subject.
Want to improve your ability to persuade and influence others.
Are willing to reflect on your current approach and respond to the suggestions offered in this book.
Want the best for yourself and for others.
Icons Used in This Book
Icons emphasise a point to remember, a danger to be aware of or information that I think you may find helpful. Those points are illustrated as such:
While you don’t need to read the information here to enhance your persuading and influencing skills, you may find the facts and data fascinating.
If you remember nothing else from what you’ve read in the chapters, this icon highlights an important point to store away for future use.
This icon provides an idea that can save you time or prevent frustration.
This icon marks simple techniques and ideas to help you boost your persuading and influencing skills.
If you want to find out more, go to www.dummies.com/go/inaday/increaseyourinfluence for some additional material.
Chapter 1
Laying the Groundwork for Persuasion and Influence
In This Chapter
Understanding influence and persuasion
Being clear about what you want to achieve
Taking on successful behaviours and attitudes
R egardless of how intuitive, experienced, powerful or educated you are, if you can’t build relationships with other people, if you can’t establish your credibility and demonstrate your trustworthiness, if you can’t convince others through your words and actions to follow your suggestions, you stand little chance of making a difference in your career or your life.
The relationship you have with yourself as well as your relationships with others serve as the foundation of all your life’s endeavours. Unless you are confined to a vacuum, the majority of your time is spent engaging with other people. You must work with other people in order to do anything and everything – including achieving satisfying, inspiring successes.
The days of ‘command and control’ leadership in the workplace and beyond are over. From my experiences with both personal and professional relationships, ‘connect and collaborate’ is the new and improved mantra. In most relationships, including those in the professions and industries, the 21st century brings a more educated workforce, flatter management structures and an emphasis on teamwork over individual accomplishment. All of which means that people can no longer play the ‘because I said so’ card in order to get others to change their behaviours and beliefs. In short, persuasion and influence has replaced force and coercion.
In this chapter you discover the mindset, characteristics and attributes of successful persuaders and influencers. You find ways of building effective behaviours into your own repertoire in order to persuade and influence others’ choices, and you explore the value of working with others for mutual benefit.
Defining Persuasion and Influence
Many people use the verbs to persuade and to influence interchangeably, and while the terms are similar, subtle differences also exist. The following sections tease out the differences between persuasion and influence and then find their commonalities and interlinked qualities.
Distinguishing between the two
Both persuasion and influence involve deliberate changes in attitudes and behaviour – but how the change happens differs. When you deliberately try to change another person’s behaviour through your own words and actions, you’re practising persuasion. If you can change another person’s thoughts, feelings and behaviour based on your character, you’re practising influence.
Influence is about having a vision of the best outcome and motivating people to turn that vision into a reality. Some leaders, for example, can bring about change simply through the power of their personalities, without having to put into words what they want you to do. Over the course of time they have built up an arsenal of trust and credibility. By contrast, persuasion is a way of presenting a case that sways others’ opinions and makes them believe certain information.
Both influence and persuasion share the same objective of creating change in someone else’s behaviour or attitude. Persuasion requires that you communicate what you want, whereas influence works silently through example. When you sway someone’s opinion by presenting your case convincingly, you’re consciously practising persuasion. When people change their attitudes, feelings and behaviours based on your personality, you’re practising influence.
You can boil the definitions down to this: influence is a catch-all term based on a person’s character that defines a deliberate effort to direct or change someone’s attitudes, feelings or behaviour through example. Persuasion is about communicating through both your verbal and non-verbal channels in a way that purposely changes someone’s attitudes and behaviour.
Some say that persuasion is about winning hearts and minds, while others say that’s the job of influence. Others say that persuasion can spur people to take action without the persuader gaining their sincere buy-in, while influence, in which you take the time to develop rapport, is a prerequisite to getting someone to make a particular decision. I say that, without trust at the core of whatever approach you take, you struggle to either persuade or influence anyone over a long period of time. The sections ‘Utilising the power of persuasion’ and ‘Employing the impact of influence’, below, explore the strengths of both approaches in detail.
