Influence

Most people think of influence as getting others to agree; we see influence as a two-way street. To get work done with and through others — up, down, and laterally, with or without authority — we need to be curious about different viewpoints, seek to understand the reasons for resistance, and be open to influence ourselves.

Changing behavior requires changing people’s MENTAL MODELS…

Debilitating Assumptions

I need to convince you of my point of view
To be effective, I must handle their objections
They just don’t get it

Empowering Assumptions

I can’t change your mind without first understanding your perspective
To be effective I need to ask and listen
Maybe I’m missing something

…which enables more effective ACTION…

Instead of using unproductive strategies like selling and manipulation, participants learn to influence by:

Understanding what is behind resistance and actively look for ways to satisfy others’ interests
Making persuasion a joint problem-solving activity
Creating an attractive role for the other person by enlisting their help
Remaining open to influence themselves

Complete the short assessment to explore common effective and ineffective approaches to influence

Take the Assessment

…leading to better RESULTS

Utilizing the new tools and skills, participants:

Navigate influence situations and conversations more efficiently
Reach better, faster decisions with colleagues
Gain alignment of stakeholders
Achieve clarity on steps required to move forward on agreed solutions

For more information about Vantage’s approach to training, visit the Training and People Development page.

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