Application of Influencing Principles in an Organizational Context

Final Template for Individual Assignment Ensure every row is completed for all three examples. Word Limit: Ensure each example does not exceed one A4 page. Example 1 – Major Principle 6: Reasoning Guidance Write your answer in this column Date 3 June 2025 Location Finance conference room, HQ People Present Me (Legal Counsel), Alicia Wu – Chief Financial Officer Context (location, your specified objective, state the assigned principle and provide a definition in your own words. In the finance conference room at headquarters, I aimed to secure the Chief Financial Officer's approval to pilot an AI contract drafting tool. I applied Major Principle 6, Reasoning, which focuses on persuading with a single, vivid, reward-focused rationale instead of multiple technical arguments. In my own words, Reasoning convinces a decision-maker by highlighting one clear benefit that activates desire and streamlines choice, prompting a swift and positive action. Action (What kind of action does the principle require? What did you do, and how do those actions represent the principle?) Reasoning calls for offering a single irresistible justification that appeals directly to the listener's reward calculus, stripping away clutter. I prepared a clear slide showing the projected £ 250,000 budget reallocation and presented it first, then stopped speaking to let the value sink in. I avoided secondary details, kept the conversation focused on that single benefit, and used eye contact and silence to emphasize its significance. This concentrated presentation embodied the principle of converting complex technical advantages into one concrete, emotionally salient reason. Result (What outcomes did you observe as a result of your actions? Note that you are being graded according to the rubric, not according to whether or not you were highly successful in influencing) Alicia paused, studied the single-benefit slide, and verbally approved the three-month pilot within two minutes. She instructed Procurement to raise a purchase order that afternoon and copied IT so that installation could start the following week. Her swift endorsement signaled executive confidence, reduced decision cycles, and boosted my credibility, validating the power of focused Reasoning and setting a precedent for future initiatives. Do Better (Assess your influencing attempt. In the future, how could you improve your approach to apply the chosen principle more successfully in similar situations?) While the single reward-focused rationale secured swift approval, I could enhance future applications by weaving in a brief question to invite engagement before presenting the benefit. For example, I might ask, “What outcome would matter most this quarter?” and then reveal the projected budget reallocation. This could stimulate active reflection and increase perceived ownership. I could also supplement the single vivid reason with a concise visual comparison, such as a head count equivalent, in speaker notes to address potential follow-up data queries without diluting the main message. Finally, I should follow up immediately with a brief email reiterating the core benefit and outlining the following steps to reinforce momentum and ensure clarity. Example 2 – Principle 4: Value Frame Guidance Write your answer in this column Date 5 June 2025 Location Legal department strategy meeting room, HQ People Present Me (Legal Counsel); Emily Carter – General Counsel; Lucy Brown – Contracts Director Context (location, your specified objective, state the assigned principle and provide a definition in your own words. In the legal department strategy meeting room at headquarters on 5 June 2025, my objective was to persuade General Counsel Emily Carter to add a binding mediation clause to all new client engagement agreements. I applied Major Principle 4, Value Frame, which frames decisions by comparing the positive benefits of an option with the losses it prevents. Value Frame sharpens choices by making the avoid...