rease Your Powers of Influence and Persuasion

PRINCIPLE FOUR: VALUE FRAMING In our dayto-day communication, we often fail to express the value of our work in terms that are inherently valuable. For example, we say "this is a great solution" instead of "this solution can reduce the hours your employees spend on data processing by more than 50%". Both statements can be true, but only the second statement is expressed in units that are inherently meaningful to a customer Value framing works because the tendency to judge value in relative, rather than absolute, terms is universal in humans.

PRINCIPLE FIVE: EFFORT Humans globally behave as if they are programmed to expend the absolute minimum seconds or calories of effort to achieve a given outcome, unless they have a very good reason to work harder. This is a facet of influencing we rarely consider. If you control the effort involved, you control the likelihood it will be done. Don't want people to do something? Ensure that it is a lot of work, and you won't have to say "no." Want people to do something? Make it as easy as possible, and people will often comply, just because you ask nicely.

PRINCIPLE SIX: REASONING Studies show that when people at work attempt to influence others, the most common tactic is rational persuasion, i.e. providing logical reasons. Those same studies also show this is not very effective. Human decisions are far less influenced by logical reasons than by the prospect of reward. To use principle six, generate an influential reason by tapping into emotion. What would make someone feel, rather than think, that your idea is a good choice?

PRINCIPLE SEVEN: INERTIA In many situations, human behavior occurs in a predictable sequence, as if actions were being driven by an invisible force such as inertia. Perhaps you have a specific sequence when you enter your front door- keys on the rack, drink from the fridge, feet on the coffee table, TV on! As Bruce Lee suggested, it is often easier to go with the flow of water than to fight against it. Given what is most likely to happen, what is your best move? https://www.entrepreneur.com/en-ae/growthstrategies/nine-principles-you-should-use-toincrease-your-powers-of/444357

PRINCIPLE EIGHT: END-GOAL FOCUS Imagine you are on a motorboat attempting to reach a faraway shore with a dwindling source of fuel. The more that you waiver from side to side, the less likely you are to reach your goal. The fuel analogy is highly relevant, because people have limited energy with which to make decisions. Focus your energy and efforts against achieving one outcome– not against trying to win all arguments at the meeting. A 16th century proverb says: "If you try to run after two hares, you will catch neither."

PRINCIPLE NINE: EXECUTION Planning and executing that plan are not the same thing. The key to applying to principle nine is to practice the aspects of execution and delivery most strongly linked to persuasion- an upright posture, familiar words, and a voice that matches the emotion of the message. Practicing micro adjustments in your execution must be done in advance, because it is too hard to focus on what you are saying, and how you are saying it, at the same time.

When it comes to influence at work, you don't have to be the best influencer there ever was. Your goal should be to develop your skill so that your success improves relative to what it has been. Aim for steady improvement!

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