Transcript Center for Non-Profits

Intelligent Influence
Dale G. Caldwell, CEO
Strategic Influence LLC
www.StrategicInfluence.consulting
www.IntelligentInfluence.com
CONFIDENTIAL AND PROPRIETARY
Any use of this material without specific permission of Intelligent Influence, Inc. is strictly prohibited
Copyright Intelligent Influence Inc.
2
What does “Influence” mean to you?
Influence Hall of Fame
Who/What has influenced you the most over the
last 100 years? (Person, Product or Company)
Briefly explain why
 Business Leader (Who?; Why?)
 Inventor (Who?; Why?)
 Product (What?; Why?)
 Company (What?; Why?)
The Secret of Effective Human Interaction
Human Social Interaction
 1 Year History of the Universe
 Big Bang: January 1st
 Earth: September 25th
 Humans: December 31st around 10pm
Copyright Intelligent Influence Inc.
6
Why Influence?
 Webster’s defines “Leadership”, “Command” and
“Authority” using “Influence.”
 Hidden in Plain Sight
 “We do what we do, think the way we think and
accomplish what we accomplish because of influence.”
 Example: Accents
 The Best Music in the World
Copyright Intelligent Influence Inc.
7
My Influencers
My Dad, Ralph Abernathy and Dr. King
Copyright Intelligent Influence Inc.
8
Two Types of Influence
Social Influence: Our Environment
Neuroinfluence: Our Brain
Copyright Intelligent Influence Inc.
9
Malcolm Gladwell on Influence
 The Tipping Point: The dramatic moment that is the peak
of the influences that lead to epidemics.
 Blink: The influences in our lives that cause us to make
instantaneous judgments.
 Outliers: External influences are one of the fundamental
reasons for extraordinary success.
Copyright Intelligent Influence Inc.
10
Intelligent Influence FrameworkTM
Internal
InfluenceTM
Influence
UnderstandingTM
Influence
ActionsTM
External
InfluenceTM
Step 1
Influence
AwarenessTM
Step 2
Influence
ImpactTM
Step 3
Influence
ManagementTM
Step 4
Influence
MaximizationTM
Copyright Intelligent Influence Inc.
11
Step 1: Influence Awareness
 Who has influenced me in the past?
 How have they influenced me?
 What impact has their influence had on me?
 Are my perspectives reinforced because I spend time
with people who think the way I do?
 Do I spend enough time trying to understand the
perspectives and influences of people who are very
different from me?
Copyright Intelligent Influence Inc.
12
Intelligent Influence FrameworkTM
Influence
Understanding
Influence
Actions
Internal
Influence
External
Influence
Step 1
Influence
Awareness
Step 2
Influence
Impact
Step 3
Influence
Management
Step 4
Influence
Maximization
Copyright Intelligent Influence Inc.
13
Step 2: Influence Impact
The Six Types of Intelligent Influence
① Authority
④ Reputation
② Belief
⑤ Resource
③ Inspiration
⑥ Thought
Copyright Intelligent Influence Inc.
14
Step 2: Influence Impact
① Authority: Influence based on position, authority or ability to
command. (i.e. Phil Knight)
 How often do you utilize your position to direct the actions of others?
5 = Daily
4 = Frequently
3 = Occasionally
Copyright Intelligent Influence Inc.
2 = Rarely
1 = Never
15
Step 2: Influence Impact
② Belief: Influence derived by appealing to the common beliefs
or faith of others. (i.e. Jeff Bezos)
 How often do you use the passionately held view points of a group to
motivate them to action?
5 = Daily
4 = Frequently
3 = Occasionally
Copyright Intelligent Influence Inc.
2 = Rarely
1 = Never
16
Step 2: Influence Impact
③ Inspiration: Influence derived from the ability to motivate
people to act. (i.e. Richard Branson)
 How often do you appeal to the senses of others in a way that motivates
them to take the actions that you would like them to take?
5 = Daily
4 = Frequently
3 = Occasionally
Copyright Intelligent Influence Inc.
2 = Rarely
1 = Never
17
Step 2: Influence Impact
④ Reputation: Influence derived from the broad based respect
of others. (i.e. James Burke)
 How often do people tell you that they have heard wonderful things
about you or the quality of your work?
5 = Daily
4 = Frequently
3 = Occasionally
Copyright Intelligent Influence Inc.
2 = Rarely
1 = Never
18
Step 2: Influence Impact
⑤ Resource: Influence based on the ability to share valuable
corporate assets. (i.e. Eric Schmidt)
 How often do you exert control over personal resources that others
need or want?
5 = Daily
4 = Frequently
3 = Occasionally
2 = Rarely
Copyright Intelligent Influence Inc.
1 = Never
19
Step 2: Influence Impact
⑥ Thought: Influence derived from ones innovative ideas,
thoughts or skills. (i.e. Steve Jobs)
 How often do you receive compliments on the uniqueness of your
abilities, thoughts or ideas?
5 = Daily
4 = Frequently
3 = Occasionally
2 = Rarely
Copyright Intelligent Influence Inc.
1 = Never
20
Intelligent Influence FrameworkTM
Influence
Understanding
Influence
Actions
Internal
Influence
External
Influence
Step 1
Influence
Awareness
Step 2
Influence
Impact
Step 3
Influence
Management
Step 4
Influence
Maximization
Copyright Intelligent Influence Inc.
21
Step 3: Influence Management
P+S+I=E
Personality +
Ones behavior
or character as
determined
informally or a
formal
personality
assessment
Skills
Ones special
abilities or
expertise that
helps provide
services to
others
+
Internal
Influence =
Methods in
which an
individual is
influenced by
coaching,
training, events,
activities or
other people
Copyright Intelligent Influence Inc.
External
Influence
The ability of
an individual to
achieve goals
and objectives
by influencing
others
22
Step 3: Organizational Influence
Management
O+C+I=E
Org’s Culture + Capabilities +
Shared values,
attitudes,
goals and
practices that
characterize
the company
Special abilities
of the employees
in the company
(i.e. technical,
research,
development,
production,
sales, etc.)
Internal
Influence =
External
Influence
Organizations
developmental
influence action
(consulting,
acquisitions,
divestitures,
etc.)
Methods in
which the
organization
influences
others as a
result of the
organizations
actions.
Copyright Intelligent Influence Inc.
23
Intelligent Influence Plan (IIP)
P+S+I=E
Personality:
Skills/Abilities/Assets:
Internal Influence:
External Influence:
Copyright Intelligent Influence Inc.
24
Intelligent Influence FrameworkTM
Influence
Understanding
Influence
Actions
Internal
Influence
External
Influence
Step 1
Influence
Awareness
Step 2
Influence
Impact
Step 3
Influence
Management
Step 4
Influence
Maximization
Copyright Intelligent Influence Inc.
25
Step 4: Influence Maximization
Behavioral
InfluenceTM
Authority
Resource
Rational InfluenceTM
Reputation
Thought
Emotional InfluenceTM
Belief
Inspiration
Influence
MaximizationTM
Copyright Intelligent Influence Inc.
26
Caldwell Spheres of InfluenceTM
Credibility
Creativity
Connection
Influence
MaximizationTM
Copyright Intelligent Influence Inc.
27
Influence Skills Development
Credibility
Creativity
 Authority: Set clear
vision, mission and
goals for a group that
you have authority
over.
 Reputation: Take the time
to understand how you are
viewed by others and
make the necessary public
image adjustments.
 Belief: Learn how to
eloquently connect
the strongly held
beliefs of others to
specific action steps.
 Resource: Share your
resources in a way that
produces the most
benefit for others.
 Thought: Demonstrate
that your thoughts and
ideas are original and
innovative and relevant to
the needs of other people.
 Inspiration:
Seamlessly integrate
what you are
requesting with
people’s desires,
hopes, values and
dreams.
Copyright Intelligent Influence Inc.
Connection
28
Other Books on Influence
• How To Win Friends and Influence People:
Dale Carnegie
• Influence: Science and Practice: Robert B.
Cialdini
• Influence Without Authority: Allan R. Cohen
and David L. Bradford
Copyright Intelligent Influence Inc.
Final Questions
Dale G. Caldwell
[email protected]
(732) 208-9808
Copyright Intelligent Influence Inc.
30
Designed by Donna Morris, 914 409 7005