What is the Cohen-Bradford Influence Model?

The Cohen-Bradford Influence Model addresses how to influence others over whom you have no authority based upon the law of reciprocity.

Reciprocity in human interaction is the belief that all of the positive and negative things people do for (or to) others will be paid back over time.

What are the Steps in the Cohen-Bradford Model? 

To make a deal, the influencer should go through the following steps of the model:

• Identify Allies - View everyone as a potential ally. Assume anyone can be of service. 
• Needs - Identify what you need from others, tie them to objectives, and prioritize them. 
• Understanding - Understand other people’s situation - what do they want or need. 
• Core Values - Identify what really matters to you and your ally based upon these factors:
  • Inspiration-related factors - People who value these factors want to find meaning in what they're doing. They may go out of their way to help if they know in their heart that it's the right thing to do, or if it contributes in some way to a valued cause.
  • Task-related factors - These factors relate to your ally’s task at hand and to getting the job done, such as money, personnel or supplies. They are often highly valued in new organizations, where supplies and resources may be scarce, as well as by organizations or teams that are struggling to get the finances, supplies or information that they need.
  • Position-relation Factors - People who value this type of factor focus on recognition and reputation. So for example, you can appeal to this sense of recognition by publicly acknowledging their efforts.
  • Relationship-Related factors - People who value relationships want strong relationships with their team and colleagues. So, make these people feel they're connected to you, your team, or your organization on a personal level.
  • Personal-Related Factors - You can appeal to this person by showing them sincere gratitude for their help. Allow them the freedom to make their decisions if they're helping you. Keep things simple for them, so they don't feel hassled.
• Trust & Relationship - Build trust and a relationship with your Ally. 
• Exchange Value - Exchange value with your Ally while showing respect, empathy, understanding, and gratitude to the other person.

Note: This focuses on relationship where authority does not exist. While these principles may exist in an authority-based relationship, authority does not guarantee that you'll get support and commitment from those around you.