Spiral your Influence Success!

So after an uneventful election campaign we now have a very interesting situation. Right now Julia and Tony will be working hard to influence the independent candidates to come over to their side. I wonder how artfully they are influencing?  

Why do I need to know this? 

As a leader yourself you need to influence others successfully - your team, your peers, those you report to and possibly your suppliers and customers. If you'd like to be more effective in your influencing read on.

What will I learn by reading on?

People are influenced in 3 key ways. Through their:

1. Needs - basic requirements to live satisfactorily.

2. Wants - high order 'needs' such as comfort or status (some would say these are fear based).

3. Values.

Too often leaders focus on 1 and 2 whereas number 3, Values is where a lot of the action is at. Values are ways of 'being' that are important to people and if, for instance, the project we would like them to get involved in matches their current key value, then they are very likely to be inspired and get involved.

How do I influence using values? 

Dr Clare W.Graves developed a model to understand the key values we have at various stages of our lives, or indeed the stages of our evolution in a certain situation (such as our lives, a relationship, a work project).  He believes there are 8 value stages and that the majority of people are in 1 of 4 of those stages. 

These 4 majority value stages are:

   Control (having a high level of control)

   Security (not losing what one has gained)

   Material Gain (in a more entrepreneurial sense)

   Helping Others ( to grow and succeed)

So, when influencing a group, make sure your message influences all four of the these value types, when influencing an individual then notice what values are valued by them and apply your message appropriately.

 Example

"By using Values to influence others you will:

   Gain greater control of your target outcomes

   Build on your current success without jeopardising what you have already achieved

   Increase your earning capacity over time and 

   Help your team members and your clients to succeed."

What else do I need to know? 

Is this manipulative? Like all communication tools, the answer to this is in the intention of the user. If the intention is positive for all and the value used is true (e.g. yes, you will be able to help others with this project) then it is inspirational, not manipulative.

Julia, Tony, Please use effectively and responsibly.

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Kindest Regards,

Adrian

Comments

[Brian Cole]

Thanks for this Adrian, fascinating stuff. I've got a team meeting next week and I'm going to try this out in the introduction. I'll let you know how it goes.
Best Regards
Brian