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PREPARING TO INFLUENCE

PREPARING YOUR CASE: WHAT YOU NEED TO KNOW ABOUT YOU

When influencing, you will need to spend about 10% of your time thinking about you and 90% thinking about the other party. The most successful persuaders are able to step into the other person’s frame of reference and work from there.

The following are the 10% questions…

What would you like to achieve? (What flexibility do you have?)

What would you get by achieving that? (‘Higher level gains’)

Who, specifically do you want to influence?

What do you want the other party to do as a result of your influence?

(How will you know that you have achieved what you want?)

What will you do if you cannot get a result? What is your back up plan (B.U.P)?

What other information/evidence do you need?

Sometimes the Art of Influence is simply asking for what you want!

©2025 Imaginarium Learning & Development

info@imaginariumdev.com

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