Influencing Skills V12

INFLUENCING SKILLS

ABOUT ATYAASAA

Seventeen years of focussed organizational development research and initiatives

Over 2,00,000 leaders trained and coached worldwide

Over 25,000 hours of high impact consulting and interventions

Body of knowledge based on over hundred titles of people development interventions Body of work executed in more than one seventy five organizations worldwide Created and implemented by corporate professionals having diverse operational experience

Structured validation of over ten years

A people development platform based on state of the art technology backbone and ecosystem

Programme management through expert consultants

NIKET KARAJAGI profile

Professional Identity  Founder Director Atyaasaa Consulting Pvt. Ltd., Atyaasaa Consulting Foundation & Atyaasaa Global Alliances LLP

Professional Experience  Corporate experience in Sales and Marketing  Profit center management  Brand and franchise management  Entrepreneur with over 15 years in field of management consulting and training internationally  Over 25000 hours of training and consulting experience  More than 2,00,000 professionals trained and coached  Consulting worldwide with 175 top notch organizations across all verticals  Authored management articles in various publications worldwide  Currently facilitating business expansions for European organizations

Training /Consulting/Coaching  Training worldwide in over 100 management topics  Setting up HRM practices  Helping organizations shift business orbits through organization development projects  Executive coach to various CXO

Qualification  B.E. Mechanical  Master practitioner Neuro Linguistic Programming  Marshall Goldsmith certified and accredited coach  Certified DISC assessor and trainer through Wiley  MBTI – Step I and Step II practitioner  Saville assessment international accreditation  Certified in Design Thinking for Innovation

WHAT IS INFLUENCE?

Influence is the ability to change or affect someone or something in an important way. Influencing is the ability to bring others to your way of thinking without force or coercion.

DISC AND INFLUENCE

D

Dominance

Dealing with problems

I

Influence

Dealing with people

S

Steadiness

Dealing with pace

C

Compliance

Dealing with procedures

COHEN – BRADFORD’S INFLUENCE MODEL Identify relevant currencies, theirs, yours

Diagnose the world of the other person

Influence through give and take

Deal with relationships

Clarify your goals and priorities

Assume all are potential allies

RESONANCE VS. DIVERSITY OF REPERTOIRE GRID

Active influence

High

INFLUENCE

Active dissonance

Low

Diversity of repertoire

Low

High

CREATING INFLUENCE

Systems thinking

Design thinking

High

High

Medium

Minimal influence

Medium

High

High

Social intelligence

Medium influence

ASSERTIVENESS MODEL

 Dangerous zone  High ambiguity  Low self esteem  Low confidence  Intimidation  Perceived sense of inferiority  Nervousness  Passive approach

 Supreme zone  High self esteem  Self confidence  Zone of performance

 Aggressive approach  Stand offs  Unidirectional communication  Communication worsens

Assertiveness (Sender)

Low

High

INFLUENCE TACTICS

Coalition

Rational persuasion

Personal appeal

Legitimating

Inspirational appeal

Pressure

Consultation

Ingratiation

Exchange

NEEDS VS. RELATIONSHIP MODEL

7

8

9

Compliant influence

Sermonic influence

Transformational influence

4

5

6

Debating influence

Stimulating influence

Guiding influence

1

3

2

Transactional influence

Cordial influence

Negotiable influence

Mediocre

Weak

Strong

Likeability

COMMUNICATING FOR INFLUENCE

Show interest

Talk positive

Be friendly

Disagree without being disagreeable

Do not insult

Correct the person in the correct way

QUOTE

Likeability is the singular most important factor in creating influence.

ESSENTIAL SKILLS other themes available

Personal

Team

Organization

Communication

Feedback and Feedforward

Change and Innovation

Negotiation

Influence, Interpersonal Skills and Conflict Resolution

Customer Orientation

Interviewing

Coaching for Performance

Managing Virtual Relationships

Presentation

People Engagement

Result Orientation

Conducting Meetings

Goal Setting and Planning

Accountability and Ownership

Stress Management

Managing Performance and Conducting Appraisals

Cross Culture Awareness

Time Management

Active Listening

Decision Making

STAY CONNECTED

Atyaasaa #501/D-5, Elite Gardens, Aundh Pune - 411007 India Tel: (+91) 20 2589 6445 Website: www.atyaasaa.com, www.niketkarajagi.com

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