Short presentation on Advocacy and Influencing Skills

1. IS 2011 Advocacy and Influencing Skills How to promote the Green Economy

35. Positions What you want Interests Why you want it I I The PIN Model: Advocacy works best when we try to understand each others’ positions, interests and needs. In order to understand other people’s positions we need to Inquire Needs Must have

36. P-I-N model

37. Looking below the tip of the iceberg The 'map' The 'territory' POSITIONS INTERESTS NEEDS always negotiable can be negotiable sometimes generally non-negotiable proposals aimed at settlement ambitions (goals and objectives) constraints aimed to prevent loss statement allows progress achievement of them gives pleasure absence of them causes pain expressions of what might be achievable perceptions of what could be acceptable fears of what would be a loss or failure

38. Dialogues works best when we are aware of our assumptions... My beliefs, assumptions, and values affect the data I select 2 - I select ‘data’ from what I observe 3 - I add meanings (cultural and personal) ‏ 4 - I draw conclusions 5 - I take action 1 - Observable ‘data’ and experience The Ladder of Inference* * William Isaac, The ladder of Influence, 1992 in “The Fifth Discipline Workbook”, pg 242