Influence

Chapter 1 – Levers of Influence

Perceptual contrast – the tendency to see two things that are different from one another as being more different than they actually are – is a lever of influence used by some compliance practitioners. For example, real-estate agents may show prospetive home buyers one or two unattractive options before showing them a more attractive home, which then seems more attractive than it would have if shown first. An advantage of employing this lever of influence is that its tactical use typically goes unrecognized.

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Managing Conflict at Work

Managing conflict is broader than what most people understand as ‘mediation’, which we might paraphrase as: ‘an intervention between disagreeing parties involving a third party, aimed at bringing the dispute to a conclusion that both can accept’. It is a responsibility that needs to be shared by the whole management team of any organization as much as with those who might often be though of as ‘the conflict specialists’:

  • front-line managers can play a vital role in recognizing the early stages of potential unproductive conflict, step in and stop many disputes from developing further, as well as helping to minimize or prevent conflict from happening in the first place
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Speed Of Trust by Stephen Covey

You can easily see the importance of “striking at the roots” in other dimensions – for instance, when you compare the impact of focusing on preventing disease instead of merely treating it, or on preventing crime instead of simply enforcing the law. In this book, you begin to see it in business where, instead of compliance, the focus is on optimization through developing an ethical character, transparent motivation, and superb competence in producing sustained, superior results.

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