Fears, desires and threats in changing situations webinar, 5 August 2020

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Fears, desires and threats in changing situations webinar, Thursday 5 August 2020 presented by Emma Dutton and Dan Connors The link to the write up page and resources of this webinar: https://www.apm.org.uk/news/fears-desires-and-threats-in-changing-situations-webinar/

Educação

© Applied Influence Group 2020
1
CREATING EXCEPTIONAL VALUE
THROUGH ELITE INFLUENCE
Fears, Desires and Threats in Changing Situations

© Applied Influence Group 2020
WHO
2
Emma Dutton MBE Dan Connors

© Applied Influence Group 2020
WHY THIS MATTERS
3
At a time of heightened
threats, adapting your
message to the individual is
even more critical

© Applied Influence Group 2020
INFLUENCE CHALLENGES
4
The change that is required within an individual or
a group to achieve your desired business outcome
in the best way

© Applied Influence Group 2020
METHODOLOGY
5
Internal Influence Factors

© Applied Influence Group 2020
VALUE
6
1. Understand changing behaviours
2. Create compelling visions
3. Decrease ineffective or futile engagements
Desires, Fears and Threats

© Applied Influence Group 2020
QUESTION
7
What motivated you to attend this Special Briefing?

© Applied Influence Group 2020
INTERNAL FACTORS
8
Desires

© Applied Influence Group 2020
DESIRES
9
Family
Physical
Exercise
Curiosity
Independence
Honour
Eating
Status
Idealism Social Contact
Romance
Order Saving
Power
Acceptance
Vengeance /
Winning
Tranquility

© Applied Influence Group 2020
INTERNAL FACTORS
10
Desires
Threat
Situation, Stimulated, Self-Induced

© Applied Influence Group 2020
THREATS
11
Change in a factor
Element of danger to a situation
Change in the composition of a group
SITUATIONAL
Interaction
Even where the situation hasn’t changed
Could pre-exist unnoticed
STIMULATED
Threats where none exist
Situation may not have changed
When we replay situations
SELF INDUCED

© Applied Influence Group 2020
THREATS
12
Disappearing opportunities
Expected promotion
Personal impacts of spend controls
Loss of control
Increased demands
New requirements
PLANNED FUTURE ACTIVITY
PERSONAL LIFE
Ill relatives / self
Home schooling
Self-Isolation
WORKING PRACTICES
CURRENT BUSINESS ACTIVITY
Existential business risks
Letting people down
Difficult conversations

© Applied Influence Group 2020
INTERNAL FACTORS
13
Desires
Fears
Threat
Situation, Stimulated, Self-Induced

© Applied Influence Group 2020
FEARS
14
Uncertainty/
Disorder
Criticism /
Rejection
Celibacy
Fatalism
Defeat
Conflict
Physical
Degradation
BoredomLoneliness
Dishonour
Loss of FamilyStarvation
Lack of
Resources
Insignificance
Reliance/
Subordination
Impotence

© Applied Influence Group 2020
FRAMING
15
Add To Remove
FearDesire
Influence Challenge
Get key stakeholder to accept the
risks associated with a new service
Basic Message
You’re in good hands. The benefits
are worth it.
Desires & Fears
Desire = Order
Fear = Conflict
When this is
implemented things will
run much more
smoothly
The issues with the
current platform are
going to keep causing
friction in your business
We will deal with any of
the short term issues
caused by
implementation
You’ll miss an
opportunity to get the
stable platform you’ve
been after

© Applied Influence Group 2020
METHODOLOGY
16
Internal Influence Factors

© Applied Influence Group 2020
CONTACT
17
dan@appliedinfluencegroup.com

© Applied Influence Group 2020
18
CREATING EXCEPTIONAL VALUE
THROUGH ELITE INFLUENCE
@AppliedIG
www.appliedinfluencegroup.com

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