Humanistic
Influence (HI):
How to Influence with High-Integrity
HI Defined . . .
Traditional soft skills training derives
from a healthy focus on behaviour and
may accurately be described as "prescriptive."
It prescribes to learners the steps
they need to follow to master real-world
behaviours. For example, managers or
trainers will recommend to salespeople
dealing with customer objections that
they take such steps as listen, clarify
and respond.
To this accepted behavioural approach,
HORN adds another ingredient: Humanistic
Influence. HI, which forms the foundation
of our training programs in presentation
skills, negotiation, leadership and
coaching, consultative selling, and
customer service, is what separates
us from other training organizations.
HI shows that people are optimally influential
(most able, for example, to sell or
to coach) when they:
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- Are genuinely empathetic
- Have clearly defined their own
goals
- Approach interactions with a trait
we call “agency”—the
tendency to take responsibility, to
be action-oriented, and to be positive
More than 100 years of team experience
have verified for us that people who
integrate these three principles are
not only more influential, they are
also more successful in the rest of
their lives. Read The
HI Factor to find out more.
 Click
here
to obtain The HI Factor —
The Advancement of Influential Communication.
(File size 497KB. Requires Adobe®
Reader 5.0 or above, a free download
from Adobe.)
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HI
Research and Development . . .
The HORN Center
for Applied Measurement (HCAM) is
engaged in an ongoing research project
to advance the study of HI and assess
the effectiveness of HORN's HI models
and training programs.
Specific HI instruments are being developed
and will be available through HORN to
help sales forces and management teams
improve influencing effectiveness.
It is expected that you will be able
to participate in the research and development
process, complete an online HI questionnaire
(used to determine your Personal HI
Profile), and review further HCAM findings
in this area, through this web site
during 2006.
Stay tuned for more details!
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