Influence Key Concepts

Influence & Dialogue

Core principles for navigating complex stakeholder relationships: understanding interests vs. positions, uncovering latent needs, and making valuable offers.

When to use this:

Complex client situations, consulting engagements, navigating organizational politics, high-stakes negotiations.

Example situations:

•"Managing difficult client relationship"
•"Navigating executive-level political dynamics"

The 3 Steps:

1. Discover — Move from positions to interests and uncover latent needs
2. Engage — Shift from control to influence and build mutuality
3. Propose — Make valuable offers with clear natural consequences

Tell Us About Your Situation

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