Anne Storey, Kate Allan, Martin Trent Facilitators and Actors

Ashridge Model of Influencing A Clear Goal or Objective

What makes others tick - styles Detail and reality focusedBig picture and possibility focused  Be clear.  Stay down to earth and practical.  Give plenty of facts and evidence.  Go into detail, and don't skip over things.  Emphasise short term tangible results.  Use plenty of concrete examples.  Keep it simple if possible.  Give the big picture, the broad implications, and the long term possibilities.  Emphasise concepts and ideas.  Don't get bogged down in detail.  Inspire them with challenges that could be overcome.  Emphasise the novel, the unusual, and the innovative.  Welcome their ideas and additions, modifications, etc. Analytical and logical focusedEmpathy and values focused  Get straight to the point; be brief and concise.  Present clear goals and objectives.  Be precise.  Present advantages and disadvantages, pros and cons.  Emphasise rational processes and consequences.  Use logical, not emotional, arguments; play to the head, not the heart.  Be warm and friendly; make them feel special.  Begin with appreciation.  Focus on areas of agreement.  Emphasise human benefits.  Use personal anecdotes and examples, and let them know some personal details about you.  Remember that you cannot "logic them into submission."

INFLUENCING STYLES

Final Reflection Exercise What are the two / three key learning points for you from this session: How will you apply these – starting next week at the latest: How will this help you be even more successful: