Hanging in our garage are two pairs of never used walking poles, still with the sale sticker on them. We bought them in a closing down sale several years ago. They are a great reminder to me how we really make decisions.

We had gone to the shop specifically to purchase items, that had sold out(intention/emotional)

The shop was closing, a limited time offer (fear of missing out /emotional)

They were half price (budget/ rational)

We want to do NZ's great walks (aspirational / emotional)

I had borrowed a set of poles for a short walk, and on hills they made the going so much easier (ease/ emotional)

My partner was going to buy a set (external factor + relationship motivator)

 Think of a decision you have made.

What were the factors that lead you to make that decision?

 We justify our decisions with logic and rational, and we are also influenced by our own personal motivators, the context, wider environment and other people.  I am not saying that logic and rational are not important. They are critical, but not enough.

Typically, people agree when thinking about personal decisions. But at work, say they rely on logic and rational.

I decided to test that assumption. The opportunity was a group of people who were coming to a conference I was facilitating on influencing. Prior, I invited asked them to complete a short on- line survey.  Acknowledging that there are many credible ways to influencing. I asked people to select up to 5 approaches that other people use, that are the most effective to get their buy in at work.

      TOP 4 WAYS TO GET BUY IN @ WORK

1.  Building a trusting relationship first
2.  Using a logical approach to build to a recommendation
3.  confidently respond questions and concerns
4.  Understanding the wider context /business issues

 

 This supports my view that logic and rational in business decisions is not enough. When we seek to get buy in from others, we increase our chance of success when we understand their personal motivators and their wider context. 

Influencing in NZ business fascinates me. Most of the research I see comes out of the US, I am curious, and wonder what the Kiwi way of influencing at work is?  How are we different to the US or are we more similar than we realise?  I am currently researching to better understand how important influencing is in business in New Zealand and what effective Kiwi influencing is.

To date, 87 % of people responding to my survey have said that the ability to influence is highly or critically important for them to achieve at work.   There are some interesting trends starting to emerge.

 This is where I would like your help.  I would love to get as broad a range of responses as possible, so will you please take 5 -7 minutes to complete my kiwi influencing at work survey.  

You can do this anonymously or leave your details, so I can update you on the results.  I will share insights later in the year.