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Developing Yourself:

Your People Skills

Influencing People

The Art, Science, and Practice

by Vadim Kotelnikov, Founder, Ten3 Business e-Coach, 1000ventures.com

"Before you can inspire with emotion, you must be swamped with it yourself. Before you can move their tears, your own must flow. To convince them, you must yourself believe."  - Winston Churchill

 

Art, Science, and Practice of Influencing People

  1. The Art - asking the right questions about people

  2. The Science - answering these questions, analyzing the answers, and evaluating their results

  3. The Practice - implementing the solutions

Getting the Best Long-Term Results

To influence people and achieve behavioral change,

The Art of Influence in the Ancient Greek Philosophy

  • Ethos - concerns your credibility, your emotional bank account

  • Pathos - deals with emotions and motivation (the right brain)

  • Logos - deals with the logical reasoning process (the left brain)

Related Chapters of the Business e-Coach:

Establishing Rapport

Coaching

Influence - the Key to Success

"Every hour of every day, at every level in every organization, influential people succeed and non-influential people don't."3

Understanding and Fulfilling Needs of Others

One of the golden rules of the therapy profession is that everyone needs at least one person with whom they can openly and unashamedly discuss every little detail - happenings, desires, fears - of their life, whether it is from the past, present, or future. There are other psychological needs - to be accepted unconditionally, appreciated, recognized, respected, desired, valued, approved of, or complimented - that affect the way we communicate with each other. Listen carefully, ask questions to show that you are genuinely interested and you'll be amazed at the spin-offs from becoming a good question asker and a good listener.

Rapport - the Key to Influence

Rapport is the key to influence. Rapport and influence start with acceptance of the other person's point of view, their state and their style of communication. To influence you have to be able to appreciate and understand the other person's standpoint. And these work both ways: I cannot influence you without being open to influence myself...More

Influencing through Effective Listening

"You cannot establish trust if you cannot listen. A conversation is a relationship. Both speaker and listener play a part, each influencing the other. Instead of being a passive recipient, the listener has as much to do in shaping the conversation as the speaker"9...More

 

Bibliography:

  1. "Neuro-Linguistic Programming In A Week", Mo Shapiro, 1998

  2. "NLP - the New Technology of Achievement", Steve Andreas and Charles Faulkner, 2001

  3. "Companies Don't  Succeed - People Do!", Graham Roberts-Phelps, 2003

  4. "Selling with NLP", Kerry L. Johnson, 2001

Founder - Vadim Kotelnikov. © Copyright by Ten3 East-West.  | Copyright | Glossary | Links | Site Map |

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