This is the powerpoint that supported the - Communicating to Influence - training organized by the Directory of Social Change at the Charity Fair 2010 (http://www.charityfair.org.uk/) ------------ The training starts with looking at the ethics behind influence, persuasion and manipulation: where is the line? Then we look at the great onion: behaviour versus values. You then explore the different communication styles and finish on the habit some people have to hint.

1. Communicating to Influence Delivered by Noam Kostucki

2. Influence, Persuade, Manipulate

3. The Great Onion Theory Values Attitudes & Beliefs Feelings Behaviours

6. Indirect People oriented Feeling Direct Task oriented Thinking Optmistic Extraverted Pessimistic Introverted Fun Enthusiastic Optimistic Unstructured Can be mischievous Forms opinions from feelings People-oriented Nice Can be slow to change Avoids confrontation and conflict Wants harmony Likes to know motivations Intuitive Direct Results-oriented Loves change and challenge Decides quickly Risk taker Seeks solutions Can be hasty Wants appreciation for job done – but does not want to be condescended to Decides after evaluation May be self-critical Concerned with ideas and principles Logical

7. How good are you at listening?

8. How do they feel?

9. How do they feel?