Training: "Influence Strategies for Developers"

Track: Tutorial

Time: Friday 13:00 - 16:00

Location: Trifork

Abstract:

You’ve tried and tried to convince people of your position. You’ve laid out your logical arguments on impressive PowerPoint slides—but you are still not able to sway them. Cognitive scientists understand that the approach you are taking is rarely successful. Often you must speak to others’ subconscious motivators rather than their rational, analytic side. Linda Rising shares influence strategies that you can use to more effectively convince others to see things your way. These strategies take advantage of a number of hardwired traits: “liking”—we like people who are like us; “reciprocity”—we repay in kind; “social proof”—we follow the lead of others similar to us; “consistency”—we align ourselves with our previous commitments; “authority”—we defer to authority figures; and “scarcity”—we want more of something when there is less to be had. Learn how to build on these traits as a way of bringing others to your side. Use this valuable toolkit in addition to the logical left-brain techniques on which we depend.

Keywords: influence, convincing others, alternatives to technical argument

Target audience: primarily technical people who have little or no background in influencing others but would like to improve their skills in this area

Linda Rising, Trackhost, Queen of patterns

 Linda  Rising

Linda Rising has a Ph.D. from Arizona State University in the field of object-based design metrics and a background that includes university teaching and industry work in telecommunications, avionics, and strategic weapons systems.

An internationally known presenter on topics related to patterns, retrospectives, agile development approaches, and the change process, Linda is the author of numerous articles and four books---Design Patterns in Communications, The Pattern Almanac 2000, A Patterns Handbook, and Fearless Change: Patterns for Introducing New Ideas, written with Mary Lynn Manns.

Find more information about Linda at www.lindarising.org.