John Ullmen – Influencing Others

Influencing Others

By: John Ullmen

Released: Apr 21,2014

Duration: 1h 21m

Description:

Ever had trouble persuading someone to do something, even if it was in their best interest? Sometimes people don’t budge, but thankfully you have more than rewards and penalties at your disposal. Join John Ullmen, PhD, as he explains how to influence others when you’re at the “pivot point of influence,” by applying 18 scientifically confirmed methods. Whether you’re influencing at work or at home, you’ll learn what the best influencers do before they influence, and see how to choose the best steps for your situation, and have people want to be influenced by you.

Topics include:

• Turning objections into actions
• Adding more impact to your ideas
• Establishing urgency
• Using the influence advantage checklist
• Influencing to inspire
• And many more….

Table of Contents

Introduction 2m 50s

• Welcome
• The pivot point of influence

1. What the Best Influencers Do Before They Influence 17m 50s

• The number one mistake influencers make without even realizing it 
• The two truths of influence
• Choose the right “who” to influence
• Start where they are, not where you wish they would be

2. How to Choose the Best Influence Methods for Your Situation 48m 4s

• How to use the influence tactic checklist
• Provide rational analysis
• Cite credible sources
• Reference legitimate policies, rules, or standards
• Establish urgency or scarcity
• Demonstrate pain and gain
• Build alliances and coalitions
• Use social proof
• Initiate reciprocation or exchange
• Encourage commitments and consistency
• Present striking comparisons or contrasts
• Add impact to your ideas
• Align with shared values, principles, or purposes
• Connect to strategy or high-level goals
• Build rapport, relationships, and trust
• Like and be likable
• Request help or advice
• Be influenceable
• Lead by example
• Turn objections into actions

3. How to Make Your Influence Welcomed and Wanted 8m 51s

• Go for more than results
• Influence to inspire

Conclusion 3m 54s

• Action-based gratitude and the “power thank-you”

About the Instructor

John Ullmen, PhD, is an internationally acclaimed executive coach who oversees MotivationRules.com and is on faculty at the UCLA Anderson School of Management, where his course on interpersonal communication was voted by students as one of the “top 10” experiences in their graduate program.
Dr. Ullmen is a frequent keynote speaker on how to influence for results without resorting to authority or relying on rewards and penalties. His most recent book, Real Influence: Persuade without Pushing and Gain without Giving In (Amacom, 2013), coauthored with Mark Goulston, is in print in many languages, and was chosen as one of the 30 Best Books in Business for 2013 by Soundview Executive Book Summaries.
Spanning a wide range of industries, his clients include industry leaders such as Apple, Bain & Co., Cisco, Deloitte, Disney, Genentech, Frito-Lay, Johnson & Johnson, Merrill Lynch, NASA, Nike, Oreck, Raytheon, St. Jude Children’s Research Hospital, UBS, Verizon, Yamaha, and many others.
Dr. Ullmen also works with senior leadership teams, and one of the programs he created for a leading global firm was featured in a Harvard Business School case study on successful strategic and human capital change.
He received a BS from the U.S. Air Force Academy, a Master in Public Policy from Harvard University, and a PhD in organizational behavior from UCLA. He began his career as an officer in the U.S. Air Force, where he served in a global top-secret intelligence program and later at the U.S. Air Force Academy’s Center for Character and Leadership Development.

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