Stories about your values in action create and sustain the organizational culture (for better or for worse). Influence will require either a new foundation that can coexist with the old stories or excavation and removal of the old outdated stories."ġ2- "Storytelling tracks vital deviations that inspire growth - meaningful personal experiences, creative solutions to conflict, and paradoxial truths."ġ3- "After all, organizational values form behavior. Neither would a successful influencer build a new story without first understanding the old stories. Any agreement that depends on policing future behavior is not addressing some force or dynamic still working against your desired goal."ġ1- "No builder would start building without first understanding the foundations of the terrain. Story favors a circular model of power where influence is passed back and forth and where beginning are endings and endings are beginnings."ĩ- "A wonderful way to find influential stories is to review the personal experiences that brought you to the place where you now want to influence others."ġ0- "True influence changes behavior without relying on constant reminders. Influencing is a real-time activity."Ĩ- "Traditional models of influence are linear and focus on power that is first gained, then exercised, and in the end either reinforced or list. It is easier to let your story land first, and then draw the circle of meaning/connection around it using what you see and hear in the responses of your listeners. An answer only gives them a fish, whereas a story teaches them how to fish for themselves."ħ- "Influence is a function of grabbing attention, connecting to what they already feel is important, and linking that feeling to whatever you want them to see, do,or feel. A story delivers a context so that your facts slide into new slots in your listener's brains."Ħ- "However, if you tell sustaining, guiding stories like this one, people will feel empowered to stop asking you for answers and to think for themselves. Facts aren't influential until they mean something to someone. In fact, anyone you attempt to influence already has a story.If you tell them a story that makes better sense to them you can reframe the way they organize their thoughts, the meanings they draw, and thus the actions they take."Ĥ- "Policy can't adapt, but a story can give guidance, make sense, and without ruling on either side of an unresolvable conflict, invite someone to think through her own creative solution to a tough problem."ĥ- "A good story helps you influence the interpretation people give to facts. If your story is good enough, people - of their own free will - come to the conclusion they can trust and the message you bring."ģ- "People need story to organize their thoughts and make sense of things. "Ģ- "Other methods of influence - persuasion, bribery, or charismatic appeals - are push strategies. 1) "Who I Am" Stories, 2) "Why I Am Here" Stories, 3) "The Vision" Story, 4) "Teaching" Stories, 5) "Values-in-Action" Stories, 6) "I Know What You Are Thinking" Stories. Highly recommended read!īelow are key excerpts from the book, that I found particularly insightful:ġ- "There are six types of stories that will serve you well in your efforts to influence others. ![]() You will find inspiration and learn numerous techniques to improve your storytelling abilities and consequently your influence. It is very easy and incredibly rewarding to practice."Ī very enlightening, practical and applicable book - no matter what it is that you do in life. The author then goes to summarize what the remainder of the book is about: "The rest of this book is dedicated to proving to you the things you already know about storytelling and filling in whatever gaps might be missing. Future influence will require very little follow-up energy from you and may even expand as people recall and retell your story to others." Once people make your story, their story, you have tapped into the powerful force of faith. They will only have faith in a story that has become real for them personally. People value their own conclusions more highly than yours. Telling a meaningful story means inspiring your listeners.to reach the same conclusions you have reached and decide for themselves to believe what you say and do what you want them to do. ![]() They want faith.Faith needs a story to sustain it - a meaningful story that inspires belief in you and renews hope that your ideas indeed offer what you promise.Story is your path to creating faith. ![]() They are up to their eyeball in information. As Annette best tells it: "People don't want more information. As the title indicates, this is a book about the power of storytelling as an influencing tool.
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