Anne Storey, Kate Allan, Martin Trent

Facilitators and Actors

Ashridge Model of Influencing

A Clear Goal or Objective

What makes others tick - styles

Detail and reality focused Big picture and possibility focusedBe clear.Stay down to earth and practical.Give plenty of facts and evidence.Go into detail, and don't skip over things.Emphasise short term tangible results.Use plenty of concrete examples.Keep it simple if possible.

Give the big picture, the broad implications, and the long term possibilities.Emphasise concepts and ideas.Don't get bogged down in detail.Inspire them with challenges that could be overcome.Emphasise the novel, the unusual, and the innovative.Welcome their ideas and additions, modifications, etc.

Analytical and logical focused Empathy and values focusedGet straight to the point; be brief and concise.Present clear goals and objectives.Be precise.Present advantages and disadvantages, pros and cons.Emphasise rational processes and consequences.Use logical, not emotional, arguments; play to the head, not the heart.

Be warm and friendly; make them feel special.Begin with appreciation.Focus on areas of agreement.Emphasise human benefits.Use personal anecdotes and examples, and let them know some personal details about you.Remember that you cannot "logic them into submission."

INFLUENCING STYLES

Final Reflection Exercise

What are the two / three key learning points for you from this session:

How will you apply these – starting next week at the latest:

How will this help you be even more successful: