______________________________________________________________ The Power of Influence The Key to Leadership Andrew L. Urich, J.D. Associate Professor of Management Director of Student Development Eastin Center for Talent Development Spears School of Business Oklahoma State University aurich@okstate.edu www.andrewurich.com ______________________________________________________________

Can I Influence You? McDonald’s Coffee Case ? $3 Million is Reasonable! ? www.andrewurich.com

The Facts Don’t Matter……… If No One Believes You Politics Marketing vs. Finance Literally a matter of life and death. www.andrewurich.com

Idea #2 People Are Annoying I am a hypocrite. I play favorites. I interpret rules in a way that benefits me. I have been known to ignore rules that get in my way. I like people better if they like me. www.andrewurich.com

Idea #2 People Are Annoying I like my ideas better just because they’re mine. I think it’s fun to say “no” when I have the power to do so. You cannot change how I see the world. It is important to me to look good in the eyes of others. I don’t even know 1/10th of 1% about anything, but I think I know everything. www.andrewurich.com

Idea #2 People Are Annoying I like to be “right.” I love to say “I told you so.” I hate to admit I’m wrong even in those rare situations when it looks like I might be. Here’s how I make decisions: I decide what I want the answer to be – and then make up the logical reasons to support my decision. www.andrewurich.com

Authority Is OUT – Influence Is IN Position and status Powerful and strong Influence Competence and commitment Respect, admiration & trust ______________________________________________________________ www.andrewurich.com

Keys to Influence & Informal Negotiation Strategy for Success: Plan in advance! A little preparation saves the day. It’s not always what you do say – it’s often what you don’t say. ______________________________________________________________ www.andrewurich.com

Keys to Influence for Success: Five Factors for Planning Make a personal connection so they listen. (If they’re not listening– it doesn’t matter what you say) Look for win/win opportunities (manage self-interest). Become a persuasive messenger. (Be likeable and look the part) Don’t create conflicts and confrontations. (Make them feel good about you) Get control of information and misinformation. (It’s not all about the facts…but facts are important) ______________________________________________________________ www.andrewurich.com

Connection is About How You Make Them Feel When is “Sucking Up” actually “Sucking Up?” It’s not what you say….it’s how you make them feel. www.andrewurich.com

Win/Win Attitude Ka-shing

Learn to Become EVEN More Likeable We prefer to comply with the requests of people we like. We like, trust, and believe people who like us. ______________________________________________________________ www.andrewurich.com

Keys to Influence for Success: Five Factors for Planning Make a personal connection so they listen. (If they’re not listening– it doesn’t matter what you say) Look for win/win opportunities (manage self-interest). Become a persuasive messenger. (Be likeable and look the part) Don’t create conflicts and confrontations. (Make them feel good about you) Get control of information and misinformation. (It’s not all about the facts…but facts are important) ______________________________________________________________ www.andrewurich.com

Thank You! aurich@okstate.edu www.andrewurich.com I Like You!

References Ailes, Roger. You Are the Message. New York. Doubleday, 1988. Cialdini, Robert B. Influence: Science and Practice. 3rd Ed. New York: Harper Collins, 1993. Cohen, Herb. You Can Negotiate Anything. Secaucus, N.J.: Lyle Stuart, 1980 Covey, Stephen R. The 7 Habits of Highly Effective People. New York: Simon & Schuster, 1989. Dayton, Doug. Selling Microsoft. Holbrook, MA., Adams Media Corporation, 1997. Fisher, Roger and William Ury. Getting to Yes. New York: Viking Penguin, Inc., 1981. Forsyth, Patrick. The Negotiator's Pocketbook. London: Alresford Press Ltd., 1993. Johnson, Spencer. The One Minute Sales Person. William Morrow, N.Y, 1984. Karrass, Chester L. Give and Take. New York: Harper Collins, 1993. Karrass, Chester L. The Negotiating Game. New York: Harper Collins, 1992. Kozicki, Stephen. The Creative Negotiator. Pyrmont, Australia: Gower, 1993. Lewicki, Roy J., et.al. Negotiation. 2nd Edition. Burr Ridge, Il.: Irwin, 1994. Nierenberg, Gerald 1. The Art of Negotiating. New York: Barnes & Noble, 1995. Paul, Richard. Critical Thinking. Santa Rosa, CA: Foundation for Critical Thinking, 1993. Schoonmaker, Alan N. Negotiate to Win: Gaining the Psychological Edge. Englewood Cliffs, N.J.: Prentice Hall, 1989. www.andrewurich.com