LYNDA.COM - INFLUENCING OTHERS TUTORIAL-kEISO | 995.77 MB
Ever had trouble persuading someone to do something, even if it was in their best interest? Sometimes people don't budge, but thankfully you have more than rewards and penalties at your disposal. Join John Ullmen, PhD, as he explains how to influence others when you're at the "pivot point of influence," by applying 18 scientifically confirmed methods. Whether you're influencing at work or at home, you'll learn what the best influencers do before they influence, and see how to choose the best steps for your situation, and have people want to be influenced by you.
Turning objections into actions
Adding more impact to your ideas
Using the influence advantage checklist
Influencing to inspire
And many more....
Table of Contents
Introduction 2m 50s
Welcome 1m 0s
The pivot point of influence 1m 50s
1. What the Best Influencers Do Before They Influence 17m 50s
The number one mistake influencers make without even realizing it 4m 4s
The two truths of influence 4m 56s
Choose the right "who" to influence 3m 59s
Start where they are, not where you wish they would be 4m 51s
2. How to Choose the Best Influence Methods for Your Situation 48m 4s
How to use the influence tactic checklist 2m 47s
Provide rational analysis 1m 49s
Cite credible sources 1m 17s
Reference legitimate policies, rules, or standards 1m 22s
Establish urgency or scarcity 1m 14s
Demonstrate pain and gain 1m 8s
Build alliances and coalitions 1m 31s
Use social proof 2m 17s
Initiate reciprocation or exchange 1m 40s
Encourage commitments and consistency 2m 57s
Present striking comparisons or contrasts 2m 57s
Add impact to your ideas 3m 22s
Align with shared values, principles, or purposes 2m 22s
Connect to strategy or high-level goals 1m 20s
Build rapport, relationships, and trust 3m 22s
Like and be likable 3m 11s
Request help or advice 3m 12s
Be influenceable 2m 43s
Lead by example 2m 43s
Turn objections into actions 4m 50s
3. How to Make Your Influence Welcomed and Wanted 8m 51s
Go for more than results 3m 56s
Influence to inspire 4m 55s
Conclusion 3m 54s
Action-based gratitude and the "power thank-you"
About the Instructor
John Ullmen, PhD, is an internationally acclaimed executive coach who oversees MotivationRules.com and is on faculty at the UCLA Anderson School of Management, where his course on interpersonal communication was voted by students as one of the "top 10" experiences in their graduate program.
Dr. Ullmen is a frequent keynote speaker on how to influence for results without resorting to authority or relying on rewards and penalties. His most recent book, Real Influence: Persuade without Pushing and Gain without Giving In (Amacom, 2013), coauthored with Mark Goulston, is in print in many languages, and was chosen as one of the 30 Best Books in Business for 2013 by Soundview Executive Book Summaries.
Spanning a wide range of industries, his clients include industry leaders such as Apple, Bain & Co., Cisco, Deloitte, Disney, Genentech, Frito-Lay, Johnson & Johnson, Merrill Lynch, NASA, Nike, Oreck, Raytheon, St. Jude Children's Research Hospital, UBS, Verizon, Yamaha, and many others.
Dr. Ullmen also works with senior leadership teams, and one of the programs he created for a leading global firm was featured in a Harvard Business School case study on successful strategic and human capital change.
He received a BS from the U.S. Air Force Academy, a Master in Public Policy from Harvard University, and a PhD in organizational behavior from UCLA. He began his career as an officer in the U.S. Air Force, where he served in a global top-secret intelligence program and later at the U.S. Air Force Academy's Center for Character and Leadership Development.
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