Program Description
” Influence is the powerful ability to motivate people into action. This is highly critical to success, especially in today’s landscape where matrix structure is highly common. This goes beyond purely just job competencies. The great leaders get things moving not because of their titles nor experiences, but their ability to influence and align people into action. This ability to influence is extremely important, whether you’re a leader, manager, or an individual contributor without corporate authority. Challenge the paradigm on what it takes to influence people, improve overall individual and team performance.
On the psychology aspect, our human brain is roughly 3% of our body weight and yet it uses 20-25% of our daily energy supply. This point to an important psychological fact, that people want to minimize the amount of time and brain energy thinking about a choice, and minimize the amount of time and bodily energy they expend toward carrying out actions after the choice is made – an important invisible factor especially for organisation or leader trying to influence change.
To Influence without Authority is to harness the psychological strategies to Influence Across Authority. This program emphasized on identifying the human psychology and applying them to become an influential communicator. “
Benefits
Research has shown that 80 to 90 percent of our time at work requires us to influence.
Identify individual motivations by decoding decision patterns
Identify currencies to move people forward
Getting people who are willing to walk the extra mile for you
Fact
The ability to influence and move individuals from resistance to commitment is without a doubt, the skill most required to achieve task success.
The Research
An internal study conducted by Microsoft showed that the group of people who received the most praise (cheers) from colleagues acted as communication hubs for the entire organization and were central to work getting done, in short, the number of cheers an employee received was highly correlated with high network influence.
It also revealed that top performer spent nearly four hours more per week collaborating internally rather than externally, and this group had larger internal networks with an average of 27 connections, indicating they are more influential within the company than their peers, compared to low performers with an average network size of only 20.
The Solution
- Use RSA model to create authority or currencies
- Eliciting implied needs through pain and gain questioning.
- Identifying your influence quotient (IQ) and how we can calibrate our style
Key Program Modules:
PHASE 01: CHALLENGING CONVENTIONAL INFLUENCE
- Challenge the boundary and definition of influence.
- Discover what psychologist and scientist discover about human behavior.
- Dispel the myth about influence and re-defining the meaning of authority.
- Identifying the missing equation to eventually use authority positively.
- Discover proven scientific strategies by psychologist and scientist throughout the programs.
PHASE 02: IDENTIFYING THE PATTERN
- Identify and decode the Decision-Making Pattern (DMP) of people.
- Using DMP to bridge the missing link in our conversation.
- Identifying trigger words to influence with precision.
- Getting ahead by creating an Influence blueprint on the person you would like to influence.
PHASE 03: RESPONSIVE OR REACTIVE INFLUENCE STYLE
- Discover your 3P of working style and how that impact your influence tendency.
- Identifying ways to trigger influence accordingly to the person style.
- How can we increase our influence threshold with a person by reducing their tendency to reacting?
- Explore the “benefit” of being reactive and how we can stop reacting.
PHASE 04: HOW IS YOUR IQ (INFLUENCE QUOTIENT)?
- Accelerate self-awareness by identifying your Influence Quotient (IQ).
- Discover the strength and downside of techniques that we have been using.
- Calibrate our influencing techniques (to do more of and less of).
- Reflecting how our preferred tendency often conflict with the different cultures of people.
PHASE 05: THE HIDDEN CURRENCIES.
- Setting the stage by identifying the leverage principles of currencies.
- Understand the 5 power of currencies that can increase one’s influence score.
- Extend the awareness of one’s missing currencies that can be leverage upon.
- Discover the dynamic of office politics.
PHASE 06. Utilizing the RSA Model
- Identify how we can predict people’s motivation through the RSA model.
- Embedding the RSA into our daily negotiation and conversation.
- Creating new perspectives and influencing new direction.
PHASE 07. Eliciting the PG MODEL
- Utilizing the PG model to generate pain and gain questions before commitment.
- Understand how the RSA and PG model complement one another.
- Appreciating the law of commitment.
PHASE 08. THE LAW OF INFLUENCE
- Discover what the psychologist and scientist have found out about human behavior and influence through more than 60 years of research.
- Identify the universal law of influence and how we can utilize those strategies over the long term through the program.