Exercising Influence by B. Kim Barnes

Author:B. Kim Barnes
Language: eng
Format: epub
ISBN: 9781119071495
Publisher: Wiley
Published: 2015-07-13T00:00:00+00:00

Planning Your Approach

The most useful parts of your approach to plan in some detail are

The first few minutes of the meeting or conversation: How will you start?

Key transition points: How will you introduce or handle difficult issues?

Conclusion: How will you move toward closure?

Remember, this will not be a play in which you and the other person have blocked the action and rehearsed your lines. It will be improvisational theater, and things will happen that you don't expect. If you prepare for that possibility in your planning, you can anticipate and respond to these events. So—put some “what-ifs” in your plan. Troubleshoot it. Think about the worst case and what you might do if it happens. Think about what might be a signal that things are going off course. Then decide what to do if this should occur. For example, what if your influence target becomes angry? What if he or she presents you with a major piece of information that is a complete surprise? Consider what could trigger a decision to set your objective aside while you use receptive behavior to probe for information. Under what conditions might you disengage? Consider the possibility that you might succeed sooner than you expected to. Is there a way you can build on that to accomplish other influence objectives while you are on a roll, or should you end the meeting early and hope the other person doesn't feel that he or she has been a pushover?

Download

Copyright Disclaimer:
This site does not store any files on its server. We only index and link to content provided by other sites. Please contact the content providers to delete copyright contents if any and email us, we'll remove relevant links or contents immediately.