Module 7

MODULE 7

CORE OF INFLUENCING PROCESS

The question that may come up in our minds is, how does the whole concept of
INFLUENCING really start, or should INFLUENCING always be a mandatory
approach to convince. Well, the answer to this depends on what is it that you want
to convey across to the opposite party. In any case or situation, whether it is a
cake-walk issue, or an issue that requires a great amount of introspection, the
method you adopt to put the right facts in place, the right set of arguments, and
the right questioning, would be highly instrumental in arriving at a strong core to
influence.

Based on a model devised by Peter Senge, Chris Argryis and David Bohm, the
influencing core comprises of 3 vital components that surround the concept of
strategy or simply the topic that requires a fair amount of influence to be, either
accepted by our own self or by the opposite party. The core comprises of a
establishing a good listening habit, and not just hearing through your ears, and
letting it go through the other end. The hearing process, should be strong enough
for you to reflect effectively what is being said. To sum it up, the listening should
involve a simple 3 step approach of listening, comprehending and responding,
which would aid you work on the facts provided.

Secondly, based on the effective listening process, you are equipped with enough
data to advocate or either support or object to the concept in general or you could
take the core of influencing process further by inquire or asking the right
questions in order to arrive at a favorable conclusion. Asking the right question
constitutes a proper analysis, verification and evaluation of various parameters,
as well as scrutinizing authenticity of the same. Questioning or inquiring, need
not be limited to just merely posing questions.

Hence the equilateral triangle of Peter Senge, Chris Argryis and David Bohm
states that the 3 attributes mentioned in the core influencing process, could follow
either of the patterns, namely :

Inquire – Advocate (or) Inquire – Effective Listening – Advocate (or) Advocate
– Inquire (or) Advocate – Effective Listening (or) Effective Listening – Inquire –
Advocate – Inquire (or) and so on and so forth.

To conclude, an effective influencing process could involve around its core,
which comprises of the 3 parameters stated above, namely Reflective Listening,
Advocacy & Inquiry.