Whether you like it or not, a large part of our success at work (and elsewhere) depends on our ability to influence people.
Most of us try to influence people by improving the argument: Better logic, more data and brighter colours on the slide. But even with all that, a perfectly sound proposal could get nodded at and buried.
Why is focusing on logic not enough to effectively influence? Because people are not really responding based on the logical strength of the argument.
They respond to how the request lands on them. Does it make them look better in front of others? Will it jeopardise anything? Does it feel fair?
In our September Fraternitea, we’ll give you a useful framework to actually get what you want. That’s David Rock's SCARF model which names the five ways judgment is made.
Once you frame interactions through that lens, you can usually figure out how to influence people.
Which raises a fair question: where does influence end and manipulation begin? Let us talk about that too!
Session details
Date: 17th Sep 2026
Time: 3:00 PM to 4:30 PM
Venue: Zoom
(If you’re new to Fraternitea, it is our way of giving back to the learning community that has sustained us for over 25 years. All Fraternitea sessions are complimentary and are focused on enhancing learning for those of us who champion learning (that could be HR, L&D, or business leaders).
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