In the Discovery phase, you are trying to learn as much as you can about the other person and the context, so that you can choose the most appropriate influencing approach. We begin by considering the personality, values and emotional triggers of the other person before exploring the context with particular reference to power and interest. We then consider the foundation of persuasion, active listening.
People are different. So influencing begins with discovering more about the person you are dealing with in order that, later, you can adapt your influencing approach to their personality, biases, beliefs, emotional triggers etc. The foundation is active listening and asking powerful questions.
Your approach will be more successful if the person feels motivated to want to agree with you – and you can achieve this by creating a good first impression, developing trust and activating unconscious emotional triggers and biases.