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The Bonar Institute's Influence Planning Tool - Bonar Institute for Purposeful Leadership


Some questions to think about

Before going into any high-stakes conversation that requires influence, use this simple tool to make sure you have your bases covered:

Action Step

SET A CLEAR GOAL.

Key Mistake

  1. Going in with one’s gut instinct instead of a clear goal
  2. setting a fuzzy goal
  3. setting a goal that is too ambitious for one meeting
  4. selecting the wrong goal for the situation

 

Action Step

ASSESS THE SITUATION.

Key Mistake

  1. Failing to consider ALL of the reasons, incentives, and other factors that can influence the other person in this situation
  2. Failing to consider the other person’s motivations

 

Action Step

CHOOSE THE RIGHT APPROACH.

Key Mistake

At least FOUR stragegies work in different situations, yet most leaders rely on only one.

 

Action Step

STRUCTURE THE APPROACH.

Key Mistake

Many leaders wing it without planning out how the conversation might go, the best opening, how to respond to objections, and what to do if presented with new information.

 

Action Step

PLAN FOR THE WORST.

Key Mistake

Some leaders stay in a meeting that is going poorly instead of taking a break, failing to plan for what can go wrong.

 

Action Step

REHEARSE.

Key Mistake

Rehearsing high-stakes conversations with a coach can improve results exponentially; failing to rehearse reduces the chances of a positive outcome.


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