Power of Persuasion

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The Chazin Group

The The POWERPOWER of of PersuasionPersuasion

The Chazin Group

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In the next 3 hours…In the next 3 hours…

This Morning’s Agenda

Winning Trust Building Credibility The Confidence to Lead Influencing Others Motivational Leadership Planning & Accountability Overcoming Barriers “CREATIVELYCREATIVELY”

Winning TrustWinning Trust

Why Did YouWhy Did YouChooseChoose

MEDICINE?MEDICINE?

Hippocratic Oath

• Give all the credit, take all the blame.• Be accountable at all times.• Help others.• Make your words your actions.• Show that you’re working for others’ best

interests as well as your own.• Listen respectfully and value others.• Share what you know about the direction NY

Hospital Queens is heading.

The Chazin Group The Chazin GroupWinning Trust

• Show that you know how to work with and earn the support of upper management.

• Signal an error, a breakdown, a missed objective that will affect other people's expectations.

• Respect old ideas while you dig for new ones.


• Show consistency in the values that influence your decision-making.

• Demonstrate awareness of all the key ramifications of your decision.

• Explain why you are shifting management styles--from participative to more autocratic--when the situation calls for a shift.

• Let people know the downside (negatives) as well as the good news.

• Support your subordinates' decisions.


Building CredibilityBuilding Credibility

• Never EVER lie.• Don’t try to cover up mistakes.• Be honest with everyone you deal with.• Follow through on all your promises.• Stand by your convictions.• Show respect by listening to the concerns of

others.

The Chazin Group The Chazin GroupBuilding Credibility

• Possess the facts to support your assertions/ claims/statements.

• Maintain others’ confidentiality.• Become a subject matter expert.• Get published.• Obtain all the necessary certifications and

accreditations.


• Serve on panels.• Speak at conferences.• Join industry associations.• If you don’t know something…say so, and

commit to getting the answer.• Don’t let your emotions color your judgement.


The Chazin Group The Chazin GroupThe Credibility Pyramid

Graham Jones credibility pyramid - www.problogger.net/archives/2009/07/12/how-to-build-credibility/

The Confidence to The Confidence to Lead: It’s Lead: It’s ININ YouYou

Defining Leadership

• Possess a VISION• A person who builds consensus,

guides, or inspires others • Generally refers to the position or office

of an authority figure• The ability to get people to follow

willingly• About behavior first, skills second• Creating buy in

The Chazin Group The Chazin GroupThe Confidence to Lead

What Makes A Leader?

• “They may forget what you said, but they will never forget how you make them feel.” Carol Buchner

• “Many of life's failures are people who did not realize how close they were to success when they gave up.” Thomas Edison

• “A leader is one who knows the way, goes the way, and shows the way.” John C. Maxwell

• “Too many people overvalue what they are not and undervalue what they are.” Malcolm Forbes



• “The secret of joy in work is contained in one word - excellence.” Unknown

• “To know how to do something well is to enjoy it.” Pearl S. Buck

• “Outstanding leaders appeal to the hearts of their followers - not their minds.” Unknown

• “Praise loudly, blame softly.” Catherine the Great



• A person who rules, guides or inspires others.• Generally refers to the position or office of an authority

figure.• Descriptions abound:

“Never doubt that a small group of committed individuals can change the world. Indeed, it’s the only thing that ever has.” Margaret Mead

“A leader is a dealer in hope.” Napoleon Bonaparte “The leadership instinct you are born with is the backbone. You

develop the funny bone and the wishbone that go with it.” Elaine Agather (Chairman, Chase)

“Do you wish to rise? Begin by descending. You plan a tower that will pierce the clouds? Lay first the foundation of humility.” St. Augustine


What Makes A Leader GREAT

• Leading is Setting Direction & Guiding Others to Follow.

• The Golden Rule:– Perhaps the single most important technique

for you to motivate the people you supervise is…treat others the way you wish to be treated.

– Sounds simple? It’s not!


What Makes A Leader GREAT

• Developing Great Decision-Making Skills:– Do not make decisions that aren’t yours to make.– Choose from alternatives, not “Right & Wrong.”– Avoid snap decisions.– Make decisions while you have time.– Do your decision-making on paper.



How To Become A Leader

Check Yourself…Who Are You?• People Have to WANT to Follow You

Possess Self Knowledge• Your Strengths & Weaknesses• Seek Opinions / Criticisms

Become a Role Model Make Your Words Your Actions

• Your Actions Should Mirror Your Words

Management is detrimental; leadership is leadership is criticalcritical:

Becoming a GREAT Leader…

MANAGEMENTMANAGEMENT LEADERSHIPLEADERSHIP

“Management” (from Old French ménagement “the art of conducting, directing”, from Latin manu agere “to lead by the hand”) characterizes the process of leading and directing all or part of an organization, often a business, through the deployment and manipulation of resources (human, financial, material, intellectual or intangible)…

• Possess a VISION• A person who builds consensus, guides, or inspires others • Generally refers to the position or office of an authority figure• The ability to get people to follow willingly• About behavior first, skills second• Creates “buy in”

Your Five Step Plan Plans Has A Vision Shares Their Vision Takes Charge Inspire Through Example!

Becoming a GREAT Leader…

The Chazin Group The Chazin GroupBecoming a GREAT Leader

Embrace Decisiveness Over Inclusivity Know Just Enough Technology Manage Your Time Work Long Hours Create a Positive Environment

The Chazin Group The Chazin GroupPeople Are Following. Now What?

Serve People’s Needs Listen HARD! Keep Earning Their Trust Pursue Change Share Leadership Build Teams Leadership & Development

Influencing OthersInfluencing Others

• Become a coach/mentor.• Offer to conduct training.• Offer your support.• Engage extended staff like hospitality services.• Live your convictions.

The Chazin Group The Chazin GroupInfluencing Others

Motivational LeadershipMotivational Leadership

Leadership Styles

• Autocratic

• Bureaucratic

• Charismatic

• Democratic/Participative

The Chazin Group The Chazin GroupMotivational Leadership

Leadership Styles

• Laissez-Faire / Delegative

• People/Relations-Oriented

• Servant Leader


Leadership Styles

• Task-Oriented

• Transactional

• Transformational



Leadership Styles

• The Ethical Leader: People, Purpose, Probity, Plant

The character or personality of a good ethical organization and leader.

Sourced from: www.businessballs.com/ethical_management_leadership.htm

Motivational LeadershipMotivational Leadership

Democrat

Autocrat

Trans-actional

Trans-formationalYOU?

Planning &Planning &AccountabilityAccountability

• Identify Best Practice• Codify Best Practice• Train the Process• Coach the Process• Measure the Process• Compensate the Process• Constantly Improve the Process

http://hbswk.hbs.edu/archive/5028.html

7 Steps to Standards of Care

• The realities you face:– The economics of healthcare planning– The codes– The regulations– The ROI on upgrading facilities– Input from physicians, staff, and community leaders

is required

The Chazin Group The Chazin GroupPlanning & Accountability

• The landscape:– Admitting– Inpatient wards– Outpatient areas– Surgical suites

The Chazin Group The Chazin GroupPlanning & Accountability

Planning & Accountability

http://hospitals.nyhealth.gov/browse_view.php?id=226&p=quality


http://hospitals.nyhealth.gov/browse_view.php?id=226&p=quality


Overcoming Roadblocks & Overcoming Roadblocks & BarriersBarriers

• Persistence• Get out of your own way and don’t listen

to your HEAD TRASHHEAD TRASH• Attack a problem from all angles• Implementation intentionsImplementation intentions are

strategies to overcome habits • Plan all known contingencies• Creative problem solving

The Chazin Group The Chazin GroupOvercoming Roadblocks &

Barriers

Dare to be Dare to be GREAT!GREAT!

If I only had a If I only had a hammerhammer……

• Take Calculated Risks• Set STRETCHSTRETCH Goals• Embrace Change• Run Towards Challenges• Lean Into Discomfort• Take on NEW Responsibilities• Find GREATGREAT Allies

How have How have YOUYOU tapped tapped into the diversity & into the diversity & strengths of your strengths of your

team, for the team, for the continued growth of continued growth of

NYHQ? NYHQ?

““Good is the Good is the Enemy of Great.”Enemy of Great.”

Jim CollinsJim Collins

In EVERY type of In EVERY type of organization that organization that

transforms transforms from GOOD from GOOD to GREATto GREAT, certain , certain

attributes existattributes exist.

““Your work is going to fill a large part of your life, and the only way to be truly satisfied is to do what you believe is do what you believe is

great workgreat work. . .”.”

Steve JobsSteve Jobs

That’s How It’s That’s How It’s ALWAYSALWAYS Been Done Been Done

DO IT DO IT ApproachApproach

DD DefineDefine the problem the problem

OO OpenOpen your mind & apply your mind & apply creative techniquescreative techniques

II IdentifyIdentify the Solution the Solution

TT TransformTransform: implement the : implement the solution using an action plansolution using an action plan

BrainstormingBrainstorming

BrainwritingBrainwriting

The Disney Creative The Disney Creative StrategyStrategy

DreamerDreamer RealistRealist CriticCritic

Go through all 3 Go through all 3 stagesstages

StarburstingStarbursting

StarburstingStarbursting

IDEA / IssueChallenge

WHO

WHAT

HOW

WHERE

WHEN

WHY

Metaphorical Metaphorical ThinkingThinking

IntakIntakee

NeuroscienceNeuroscienceInstituteInstitute

CancerCancerCenterCenter

NursingNursingCardiologyCardiology

AdmissionsAdmissions

SurgerySurgery

EmergencEmergencyy

Care Care PediatricsPediatricsRadiologyRadiology

ProvocationProvocation

Attribute ListingAttribute Listing

Emergency Care

Women’s Health

Children’s Health

CancerCenter

Pediatric Emergency

MaternityCare

PediatricInpatient

Look GoodFeel Better

EMSService

AmbulatoryCare

Neonatal Intensive Care

Man-to-Man

EmergencyMedicine

GynecologicOncology

Children’s Ambulatory Care

Support Groupfor Cancer Caregivers

Adult Service Maternal-FetalMedicine

ThePediatric ER

Radiation Oncology

Reframing MatrixReframing Matrix

4 4 PerspectivePerspective Approach! Approach!

• Product/Service Perspective: Is something WRONG with the product?• Planning Perspective: Are our business plans faulty?• Potential Perspective: If we increase our workload, projects, service offerings, how would we achieve this?• People Perspective: Do we have the right people in the right jobs?

Problem Perspective: X X X

Planning Perspective: X X X

Potential Perspective: X X X

People Perspective: X X X

Problem Being AddressedProblem Being Addressed

Seeking InspirationSeeking Inspiration

Help Is AllHelp Is AllAround YouAround You

Conflict Is Actually a Conflict Is Actually a GOODGOOD Thing…Thing…

“Conflict is the gadfly of thought. It stirs us to

observation and memory. It instigates to invention. It

shocks us out of sheep like passivity, and sets us at noting and contriving.”

John DeweyJohn Dewey

“Each problem has hidden in it an opportunity so powerful that it

literally dwarfs the problem. The greatest success stories were

created by people who recognized a problem and turned it into an

opportunity.”

JosephJosephSugarmanSugarman

Business

Power of Persuasion