To be most effective we all need to influence and persuade others - be they partners, colleagues or clients - into action. Writing in his BA Business Life column Steve Martin, keynote speaker at this years PM Forum Conference Tomorrow's World sets out the small changes anyone can make that add up to big impacts in communications, negotiations and other persuasive encounters.
The latest research shows that it's not the information or incentives themselves that lead people to make decisions, but the context in which they are presented. As a result, anyone can become a more successful influencer simply by making small changes to the way they make their request or subtly altering the environment in which a request is made. Perhaps the most surprising feature of this research is how breathtakingly slight these changes can be that produce enormous effects, and how rarely they require large investments of time, effort or money to be effective.