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Influencing Others

Influencing People: Getting the Best from the Action-Oriented Person

August 2, 2012 by Dr. Jon Warner in Influencing Others

Well organized, target driven and action-centered types, or what we have called “Orchestrators” for short, are not difficult to identify. Outgoing in their manner and down to earth in their approach, they like to get on and get things done. Orchestrators don’t like to waste time and your challenge in influencing them is therefore to get to the point, stick to the point and avoid ‘unnecessary padding’ in your discussions. Orchestrators are often relatively quiet practical types, like project or task type work and won’t necessarily worry much about spending too much time on relationships.

Orchestrators are typically down to earth, practical, action-oriented people. Opening any dialogue with them is therefore best done in a business-like and no-nonsense way, with a strong focus on outcomes.

Some particular steps you can take with Orchestrators are:

  1. Do your ‘homework’ extremely well as you won’t be thanked for being ill-prepared.
  2. Think about specific questions that you want to ask then select the top 3 or 4 (your will rarely get further).
  3. State your goals from the discussion.

And in practical terms, all of the following approaches are likely to work well:

  • Be early for appointments; other types may forgive you – the strong Orchestrator will not.
  • Keep to the times given – if an Orchestrator gives you 10 minutes – that is what you will get.
  • Use the ‘What? When? Who? Where?’ technique to focus your questions.
  • Use phrases such as “Success will depend on how well the program is publicized” rather than “If you don’t publicize this program properly it will certainly fail.”
  • Use ‘efficient’ and clear language to summarize discussions – “I think we’ve agreed on 3 points.”
  • If you can see potential problems, state them clearly before you close (afterwards may be too late!).

The featured video clip is a short excerpt from the ReadyToManage, Rapid Skill Builder eLearning program, Influencing Others: An RSB eLearning Course.

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About Dr. Jon Warner

Dr. Jon Warner is a prolific author, management consultant and executive coach with over 25 years experience. He has an MBA and a PhD in Organizational Psychology. Jon can be reached at OptimalJon@gmail.com

View all posts by Dr. Jon Warner →

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About the Editor and Primary Author

Jon Warner

Jon Warner is an executive coach and management consultant and in the past has been a CEO in three very different companies. Read more

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