subject: Personal Impact and Influence – Going Round in Circles is Good [print this page] Personal impact and influence is rarely linear. It is naive to believe that influencing follows a nice neat A-B-C-D route. Research into poor negotiators showed that one of the biggest mistakes was over-preparing a plan and believing that if you said "A" they would say "B" then you would say "C" etc.. The reality is they say "K" and it all falls apart.
To achieve influence by design not by accident means having a guiding model which helps you know where you are but also gives you the flexibility to go somewhere else or go back if things aren't working. The SatNav in your car is no good if it just keeps saying "straight ahead" when you've already turned right to avoid the traffic accident.
The Hale Circle of Influence developed by Dr Richard Hale is an example of a model that gives enough structure to keep me on track in my thinking but does not constrict my options or demand a particular route. It describes eight areas of interaction in a piece of influencing. I tend to work them in pairs as follows:-
Preparation and Pleasantries: Most influencing situations achieve better results if you prepare. This means thinking about how the other person will view the situation, anticipating the sort of questions or objections that might be raised and considering the values and motives behind these. The first few minutes of a meeting set the tone for how it will proceed. Skilled influencers "see how they are seen" and manage the impressions that others form of them.
Position and Problems: Be sure you know how the other person sees the current situation or position. With agreement this you are well poised to discuss the problems associated with it. By asking the other person to describe any problems they see and not reacting or trying to justify then you can then build from that position. If you can reach agreement on the nature of the problems, then you create a sense of joint problem solving.
Possibilities and Preferences: Going into an influencing situation with just one solution, and a mindset of "all or nothing", will mean you are seen as having a fixed view of what you want and they will wonder why you are bothering to talk. Have more than one possible outcome that would or could work, and include the option of doing nothing in to show you have considered the implications.
Proposals and Proactivity: Show you have taken all sides' thinking into account in developing realistic action plans. If you ask the other person to summarise the next steps you can judge the level of commitment from the way the future is described, either as if it is guaranteed to occur or still somewhat speculative and conditional.
If I haven't done some thinking in each of these four areas I can expect a more difficult journey and the possibilities of achieving a lasting good impression, getting what I want and having personal impact and influence are greatly reduced.
The best way to prepare for influence by design (rather than by accident) is to complete the ClearWorth Personal Impact and Influence Questionnaire (the PIIQ) and receive a fully customised 10 page report on your strengths and weaknesses and unique insights into how to work with the other person.
Personal Impact and Influence Going Round in Circles is Good
