Influence is the power to have an important effect on someone or something. If someone influences someone else, they are changing a person or thing in an indirect but important way.

1. Influencing Others
Influence is the power to have an important
effect on someone or something. If
someone influences someone else, they are
changing a person or thing in an indirect but
important way.

2. Influencing Others
• For example, if you ask a sweeper to clean the
floors, he will do it but not passionately. He
won’t like you.
• But when you let him know that he’s
important because he always help you to
make your office cleaner, then he will do it
with more passion and love you for the
behavior

3. What is Persuasion
• Persuasion is convincing others to agree with
your point of view or follow a course of action.
• Persuasion is convincing others to change
their point of view, agree to a commitment,

4. Persuading Audience

5. Persuading Audience

6. Persuading Audience

7. Persuading Audience

8. Persuading Audience

9. Ineffective Strategies For Influencing
Change
• In blaming, criticizing, or complaining, your basic
message to the other person is that he or she is
bad or wrong.
• In your mind, there are basic rules of decency,
fairness, and caring that are being violated.
• When someone breaks these rules, it feels like
you have every right to let the person have it.
• But by blaming, criticizing, or complaining, you
won’t get the other person to change.

10. Here are some other ineffective
strategies:
• Threats. Here the message is “Do what I want,
or else I’ll hurt you back, take something away
that feels good to you, or just plain scare you
with my anger
• Belittling. You communicate that the other
person is unworthy if he or she doesn’t do
what you want. The other person is flawed,
stupid, or contemptible

11. Here are some other ineffective
strategies:
• Pouting or withdrawing. The message
here is “You won’t have me if you won’t do
what I want.” This strategy runs the
continuum from a brief shutdown all the way
to threatening to abandon the other person

12. Effective Strategies For Influencing
Others
• The most important principle to remember is that
people change only when they want to, not when you
want them to.
• People behave the way they do because of powerful
reinforce mostly fears and needs that drive them to
cope and respond in predictable patterns.
• Because these reinforce are so strong, change is hard.
• It’s often not enough to ask someone to change. The
other person’s fears and needs may overwhelmingly
shout you down.

13. Effective Strategies For Influencing
Others
• Effective strategies for influencing others fall
into two categories:
• positive reinforcement
• negative consequences

14. Positive Reinforcement
• There are four types of positive reinforcement
that you can use to influence behavior:
• praise, trading, building in rewards, and verbal
and nonverbal appreciation.

15. Positive Reinforcement
• Praise:
• Praise is one of the simplest and most
powerful tools to engage and motivate.
• The work you did to improve our customer
ratings was fantastic!
• It's inspiring to see how you always help new
employees get up to speed.

16. Positive Reinforcement
• Trading:-The basic message is “I’ll give you X if
you’ll give me Y.” Life is full of little deals and is often
made much easier by them
• “If these reports get in on time, I think we can give you
some more interesting assignments next week.
• While trades can often sound like low-key bribery,
there’s nothing wrong with this. They are effective
because they acknowledge the other person’s needs
and promise to provide something real as
compensation for the desired behavior.

17. Positive Reinforcement
• Building in Rewards:-
• Studies show that positive reinforcement is the most
effective way of influencing behavior.
• Building in rewards is much like trading, but the
reinforcement in this case is woven into the desired
behavior:
• “Come shopping with me. There’s a huge bookstore in the
mall. You can browse around and see what new biographies
they have.”
• “If you help me with Jennifer’s birthday party, we can at
least be together and talk and hang out while we’re
keeping things organized

18. Positive Reinforcement
• Verbal and Nonverbal Appreciation:-
• Verbal thank-you are important. But a hug, a pat
on the shoulder, a warm smile, or even a nod and
a look of contentment, can also be powerful
reinforce when someone has done what you
want.
• Appreciation conveys the message that you are
grateful, you are pleased, and you value what the
person has done. It greatly increases the chance
that the behavior will be repeated and you will
continue to get what you want

19. Negative Consequences
• Negative consequences should be used as a
last resort when positive reinforcement isn’t
working. Negative consequences tend to
create a backlash of anger and resentment,
thereby diminishing the other person’s desire
to cooperate and please you.

20. TYPES OF NEGATIVE CONSEQUENCES
• Stop the Rewards:- Stop rewarding the
person for behavior you don’t want.
• If you want others to be punctual, don’t wait
for them while they diddle with endless last-
minute preparations.
• Leave on time without them. If you want your
friend to stop drinking alcohol when you’re
around her.

21. TYPES OF NEGATIVE CONSEQUENCES
• Design Self-Care Strategies:- You can design self-
care strategies to meet your needs when the other
person is unable or unwilling to make desired changes .
• If you’ve asked your roommate to help with household
chores and he resists doing so, your self-care strategies
would focus on cutting down your workload.
• The consequences for your roommate’s unwillingness
to help might include no longer doing his laundry or no
longer cooking or shopping for him.

22. TYPES OF NEGATIVE CONSEQUENCES
• Identify Natural Consequences:- If
someone is always late for your lunch dates,
stop getting together in restaurants.
• If someone has a pattern of being rude to you
when you attend social events together, stop
going with that person to social events.

23. LISA’S PLAN FOR INFLUENCING
CHANGE
• The following is a description of how Lisa
planned to get her friend Gail to exercise her
listening skills more often when they spent
time together.

24. LISA’S PLAN FOR INFLUENCING
CHANGE
• Direct request: “Gail, we spend a lot of
time talking about what’s happening with
your boyfriend. I’d like you to make a point of
asking what’s going on with me each time we
get together.
• It would feel good if you could pull me into
the conversation and make room for my stuff.

25. • Trading: “If you could ask about me each time,
it would make a big difference.
• I’d even be willing to go to that salsa club I’ve
been shining you on about.” Building in
Rewards: Lisa can’t think of any rewards to
build in.
• Verbal and nonverbal praise : Tell her,
“Thanks for asking, Gail. It really feels like you’re
interested.” Smile and hug her.