Outthinker Influence GAME: Becoming a Master Influencer
Introduction: The Influence GAME
Introduction: The Influence GAME
The Influence GAME Workbook
Overview: The “Big G” – Defining the Strategic Goal
J&J's 'Big G'
Define the goal
Know what decision you want made
Overview: The “Big A” – Defining the Strategic Audience
In crises, have a singular goal
Stakeholder dynamics evolve
Consider global stakeholders
Consider external and internal audiences
Case example: defining the GAME in crisis
Overview: The "Big M" - Defining the Strategic Message
Be clear what decision you are after
Tailor messages to audiences
Message has to be clear and consistent
Overview: The "Big E" - Choosing the Strategic Expression
Will need to utilize multiple expressions
Fit expression with the culture
Overview: The "little g" - Defining Your Interaction's Purpose
Defining the goal
Resonate with the audience
Know decision before you walk in the door
Know what action you want
Exercise for defining the goal
Overview: The "little a" - Understanding your Audience
Three tools for understanding your audience
Rapport
Be patient - listen
An example of bad rapport
An example of better rapport
Rapport building exercise
Eye movements
Eye movement exercise
The Myers-Briggs Type Indicator (MBTI)
Four Dimensions of the MBTI
The values ladder
Understanding FDA's values
Appealing to shared values
Practice climbing others' values
Overview: The "little m" - Crafting Your Message
A playbook of influencing tactics
We can expand our repertoires
Use logic and emotion
Authority
Logic
Case example: using logic
Finding precedence
Using friendship
Consulting
Asserting
Vision & Values
Case example: appealing to a higher value
Exchanging
Coalition building
Evoke a positive frame
Example of a helpful frame
The metaphor
Metaphor exercise
Narratives
Use stories of yourself and of customers
Narrative Exercise
A second narrative exercise
Overview: The "little e" - Expressing Your Message Effectively
Congruence of body posture
Body language at FDA
Show your passion and energy
Tips for adopting effective body congruence
Body posture exercise
Tone and rhythm
Tone and rhythm in the work we do
Tone and rhythm exercise
Second tone and rhythm exercise