Ten Things You Can Do To Influence by Design Not by Chance

1 Influence needs preparation - lucky breaks happen but for something important you can't leave it to chance.  Be clear what your desired end results are for this particular meeting and have a structure or map which ensures you can mentally establish where you are and where you need to go next.

2 Write bullet points around each of the headings listed below.  Divide a piece of paper into four with two headings in each section.  Preparation and Pleasantries, Position and Problems, Possibilities and Preferences, Proposals and Proactivity.  This is your starting point or checklist but not your script. Be ready to rethink...

3 Preparation- Start with the end in mind.  Be clear what you want to achieve from the influencing interaction or conversation.  Experience shows that it's better to have one clear objective and focus your attention around that.  Prepare exactly what you are going to say to explain your desired end result.

4 Pleasantries- Different people will like differing amounts of non-business talk so be guided by how the other person operates.  Make this stage more than just niceties, and establish what you would like to achieve by sharing your desired end result and establishing what they would like out of the meeting.

5 Position- Establishing current reality is as important as the desired end results.  You need to establish what the current position (particularly their current position) is in relation to your desired end result.  They may know nothing about it or may be violently opposed - you need to know where they are.

6 Problem- What is it about the current position that is a problem for the other person?  If problem sounds too negative think "perspective" - how do they perceive the current position - is it good news or not for them?  Does what you want create a win or a loss for them?

7 Possibilities- To start moving towards resolution of any differences and a wise outcome means establishing what the possible ways forward might be.  This is a joint problem solving stage so it's about floating ideas for consideration and getting engagement - not about choosing something that seems right at first sight.

8 Preferences- With a range of possibilities on the table it's useful to consider what preferences there are which would affect the choice.  Try to focus on the interests the parties concerned are trying to uphold rather than simply which of the possibilities you prefer - what criteria will help you choose?

9 Proposals- Now is the time to choose...and your job is to obtain a clearly stated proposal that takes into account the possibilities and preferences already discussed and agreed.  Either make a proposal yourself (push) or ask them what they would propose (pull) which meets the criteria for a wise outcome

10 Proactivity- This is more than making specific plans with target dates (although that's a major part).  Most organisational influencing requires other people to say "Yes" that aren't in the room.  Check who needs to be consulted or informed and what needs to happen to get their buy in and commitment.

Useful Links

Dr Richard Hale on Amazon - http://www.amazon.com/Richard-Hale/e/B000APKOVK
More on the Circle of Influence http://www.amazon.com/Richard-Hale/e/B000APKOVK
The Personal Impact and Influence Questionnaire http://bit.ly/ClearWorthPIIQ

Clive Hook
ClearWorth - making a habit of learning
PIIQ - The Personal Impact and Influence Questionnaire - your online virtual coach to help you get it right first time
http://www.clearworth.com/piiq