how to increase your influence as an investigatorcdn.nsw.ipaa.org.au/docs/10 nis/anthony...
TRANSCRIPT
-
How to increase your
influence as an investigator
National Investigation Symposium 6 November 2014
Anthony McLean - CMCT
Persuasion Strategist
-
How to exert influence so that cross agency task
forces work for you
-
That’s not how we do it around here
You’re new, you’ll learn
Great idea; just keep it to yourself
You don’t understand
Idiot
Tool
Loser
Fool
Dreamer
-
mailto:[email protected]
-
Influence
the power or
ability to affect
someone’s
behaviour.
-
Persuasion
is the process of
altering the way
someone
receives the
message which
then changes
behaviour
-
You must know who your persuadee is?
-
Opportunities / Triggers
Yes
Achieving Yes!
-
Time – if it takes too long – it’s not simple
Money – if it is too expensive – it’s not simple
Physical Effort – if I have to do too much – it’s not simple
Cognitive Effort – if I have to think too hard – it’s not simple
Social Deviance – if I have to deviate from the norm – it’s not simple
Non-Routine – I need to change my routine – it’s not simple
Ability = Simplicity
-
Are you making it too hard to do what you want?
-
You need to know if: • it’s the right thing to do • they want to do it
Motivation
-
If they HAVE TO
you’ve lost!
-
Do people feel like you are making them do things? Flip it!
-
Influence Opportunities exist in
every interaction;
with everyone;
everyday!
-
To modify thoughts, feeling or actions the person to be influenced must be invited to make a judgement of some sort
–Without the opportunity, no influence is possible
Influence Opportunities
-
Persuasion opportunity
Identified Tools applied Opportunity Maximised
Persuasion opportunity
Influence Opportunities
Missed / ignored
Opportunity terminated
Situation not enhanced
Opportunities cease Influence
lost
-
What opportunities exist for you to influence others?
-
Dr. Robert B. Cialdini Regents’ Professor Emeritus of Psychology and Marketing - Arizona State University Most cited Social Scientist of all time New York Times Bestselling Business Author – Influence Sold over 2.5 million copies / 27 languages 17 Cialdini Method Certified Trainers (CMCT) in the world
-
mailto:[email protected]
-
Questions