Influence: Foundations 4: Show me your process

In our continuing series on the foundations of influence, next we explore the concept of influencing through learning someone else's process. There are two ways this technique works, long term and short term. Assuming our goal is to influence the other person to consider a change in their process, in the short term version we listen carefully to that person's narration of their process. Remaining open to being influenced by them (of course! refer to the past two casts) we can then listen carefully to their explanation and evaluate potential risk factors in that process. If a risk factor is there we can ask about the risk in an open ended way. Caution in the short term this technique will not work if you do not have an existing relationship. Longer term we want to take the same approach highlight the same risks, ask similar questions. However you will also return to them a few days / week later and explain how you have been thinking and... This powerful process will help you get on the inside of the persons ego wall and gain access to their interests which will help you in all future infuence efforts.