INFLUENCING SKILLS
they search for supporting evidence and from this data generate hypotheses or ideas based on a logical, rational argument. Once inquisitive investigators have prepared a well-founded case, they assert their theories or ideas onto others. Being well prepared, investigators are typically on solid ground to oppose challenging arguments from their audience. Briefly, the investigator’s influencing ability is reliant on a carefully researched and assertively communicated case. As trainers and learning professionals we
are expected to be able to present logical, clear arguments based on a rational approach. Without having command of the facts and persuasively communicating these in a structured way, our influence diminishes. Climate change campaigner, and former Vice-
President of the USA, Al Gore is an inquisitive investigator. Gore is a devastating debater and his presentations are loaded with charts, graphs and statistics. He relies heavily on the investigation strategy to prove his case.
The clear calculator (pull style –logical approach)
The calculation strategy means to influence by clearly articulating the pitfalls of the status quo on the one hand and how those pitfalls can be overcome with a new proposal on the other hand. Psychologists tell us that we are all motivated by
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pain and pleasure. In other words, we try to avoid painful situations as much as we can, such as being late for a workshop we are facilitating. Conversely, we gravitate to pleasurable experiences, such as pleasing a workshop participant by finding and following up valuable information they requested in a timely manner. While this should appear obvious to us, we each have different ideas of what pain and pleasure is and isn’t. What this means is that we interpret the significance of situations in our own way. A potentially painful situation for one person could to another be viewed as enjoyment. This means our training programmes need to explain the benefits of adopting a new mindset, learning a new skill, and using the acquired chunk of knowledge. Importantly, these benefits should be tailored to the interests of the learner. At the same time, we should explain the pitfalls of remaining in the current state. We often assume that the learner understands the imperatives of learning something new – this is not necessarily the case. Briefly, we need to sell the pros of applying the learning and cons of remaining where we are. This is the essence of the clear calculator’s influencing strategy. Former Prime Minister Margaret Thatcher was
a clear calculator. Thatcher let people in her own party and members of the public know where she stood, and also where they stood. People who use the calculation influencing strategy will often divide people because they make it very clear what
September 2015
www.trainingjournal.com
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