A Mini Compendium of Influence and Persuasion
This guide outlines various models and theories of influence and persuasion, detailing the challenges they address, how they work, and how to apply them effectively in your organization.
1. RACII Model
Challenge: Clarifying roles and responsibilities to improve project management.
Model: RACII stands for Responsible, Accountable, Consulted, Informed.
Application:
Responsible: Assign tasks to specific individuals.
Accountable: Designate one person to oversee task completion.
Consulted: Involve stakeholders for input.
Informed: Keep relevant parties updated on progress.
Use: Define roles clearly during project planning to ensure accountability and streamline communication.
Understand people’s roles for any particular task or function
[R]esponsible: Assign tasks to specific individuals.
[A]ccountable: Designate one person to oversee task completion.
[C]onsulted: Involve stakeholders for input.
[I]nformed: Keep relevant parties updated on progress.
Calculate their importance / your priority by
A * 3 + R * 2 + C * 1 + I * 0
2. Power Influence Model
Challenge: Managing stakeholder influence based on their power and interest.
Model: Categorizes stakeholders into four groups (Manage Closely, Keep Satisfied, Keep Informed, Monitor).
Application:
Engage high-power, high-interest stakeholders deeply.
Keep high-power, low-interest stakeholders satisfied with regular updates.
Inform low-power, high-interest stakeholders adequately.
Monitor low-power, low-interest stakeholders without overwhelming them.
Use: Prioritize communication efforts to effectively manage stakeholder relationships.
Remember people can move or be moved from one box to another, by you or others.
Do it…
1. Because you like me, and you’re like me
2. Do it to reciprocate, repay past or future debt or promise
3. Do it because everyone else is doing it
4. This offer is good for a limited time only
5. Do it to be consistent, with past, with values, with type
6. You can believe me, I’m an authority
7. Do it or else
3. Network Relationship Model
Challenge: Leveraging social networks for indirect influence.
Model: Six degrees of separation concept.
Application:
Identify key connectors within the network.
Use these connectors to disseminate information and influence indirectly.
Match messages with the most effective messengers based on their reach and style.
Use: Strategically use your network to amplify your influence.
4. Circles of Influence Model
Challenge: Identifying and focusing on areas where you can make an impact.
Model: Differentiates between what you can and cannot change.
Application:
Focus efforts on stakeholders who directly impact your project.
Tailor communication to address specific concerns and interests of each group.
Shift focus between different circles based on evolving project needs.
Use: Optimize your influence by targeting areas within your control.
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5. DISC Influence Model
Challenge: Adapting communication styles to individual preferences.
Model: Categorizes personalities into Dominant, Inspiring, Supportive, and Cautious types.
Application:
Communicate directly and efficiently with Dominant types.
Use enthusiasm and positivity with Inspiring types.
Show empathy and patience with Supportive types.
Provide detailed and structured information to Cautious types.
Use: Enhance persuasion by matching communication styles to personality types.
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6. MBTI Thinking and Behavior Style
Challenge: Understanding and leveraging individual differences in decision-making and communication.
Model: Myers-Briggs Type Indicator (MBTI) categorizes people based on preferences in four areas.
Application:
Customize communication strategies based on MBTI types.
Use specific examples and logical arguments for ST types.
Appeal to intellectual curiosity for NT types.
Connect emotionally and provide support for SF types.
Encourage big-picture thinking for NF types.
Use: Tailor your approach to better resonate with diverse personality types.
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7. Team Networks, Communications, and Influence
Challenge: Maintaining effective communication within large teams.
Model: Small team structure for better communication.
Application:
Keep teams between 5-7 members.
Form sub-teams for larger groups.
Ensure clear lines of communication within and between teams.
Use: Improve coordination and influence by maintaining manageable team sizes.
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8. How to Win Friends and Influence People
Challenge: Building rapport and persuading others.
Model: Dale Carnegie’s principles for interpersonal communication.
Application:
Show genuine interest in others.
Smile and remember people’s names.
Be a good listener and speak in terms of the other person’s interests.
Make others feel important sincerely.
Use: Foster positive relationships and influence through genuine interactions.
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9. Nancy Kline Time to Think
Challenge: Creating an environment conducive to effective thinking and communication.
Model: Time to Think framework focuses on respect, equality, ease, appreciation, and encouragement.
Application:
Listen actively without interruption.
Treat everyone as equals in discussions.
Foster a relaxed environment free from urgency.
Provide a balance of appreciation and constructive challenge.
Use: Enhance decision-making and influence by creating a supportive thinking environment.
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10. Communications Calendar
Challenge: Coordinating and timing communication efforts.
Model: Structured calendar for planning communications.
Application:
Schedule communications based on project phases.
Tailor messages to specific audiences.
Choose the appropriate method for each communication.
Use: Ensure consistent and timely communication throughout your project.
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For more information on strategy, projects, programs, or change, contact Tim at Adapt Consulting Company: Tim@AdaptConsultingCompany.com or phone +44(0)7797762051.