How to Coach Yourself and Others How to Influence, Persuade and Motivate | Page 101

How Influence Works
Terry R. Bacon
Influence is the application of power to accomplish a specific purpose.
Research shows that people typically try to lead and/or influence others
using ten positive influence techniques: logical persuading, legitimizing,
exchanging, stating, socializing, appealing to relationship, consulting,
alliance building, appealing to values, and modelling.
There are also four negative or dark side influence tactics: avoiding,
manipulating, intimidating, and threatening.
Influence can be as complex as forming an alliance of nations to try to
influence a rogue country's leadership to change its policies or as simple
as a child smiling and extending his hand in an offer of friendship. Every
time we try to affect how other people think, behave, or decide, we are
trying to influence them. A smile and a handshake are attempts to
socialize (see below), to form a connection and break down barriers. As
people get to know us and like us, they are more likely to say yes to our
requests.

Rational approaches to Influencing
Logical persuading
Using logic to explain what you believe or what you want. The number
one influence power tool throughout the world. The most frequently used
and effective influence technique in nearly every culture, but it does not
work with everyone and in some circumstances will not work at all.
Legitimizing
Appealing to authority. On average, the least-effective influence
technique in the world, but it will work with some people most of the time
and most people some of the time and can result in quick compliance.

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