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TODAY’S OBJECTIVES. Define influence and your role as a leader Describe a model to influence at all levels Assess internal relationships to influence Apply increased influence back at work. AGENDA. Assumptions, Barriers, and Definitions40 min Behavioral Styles and Influence60 min - PowerPoint PPT Presentation
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• Define influence and your role as a leader
• Describe a model to influence at all levels
• Assess internal relationships to influence
• Apply increased influence back at work
TODAY’S OBJECTIVES
Assumptions, Barriers, and Definitions 40 min
Behavioral Styles and Influence 60 min
Break 15 min
Assessing Stakeholders Relationships 30 min
Influence Without Authority 15 min
Skill Practice 60 min
Summary and Closure 10 min
AGENDA
Table ActivityTake 3 minutes per question below. Choose one spokesperson to
summarize key points in within 1 minute. No visuals or flipcharts needed.
What does it mean? How we define it, our assumptions, and +/- connotations
Why is it important? In our own world, where we might need to effectively influence
What are some barriers? In organizational life, the things that seem to hinder our ability to influence
TABLE ACTIVITY
Defining InfluenceDefinition
The process of getting things done through others for
mutual benefit.
What Influencing is Not
Position Power
Manipulation
Serving Ones Own Selfish Needs Only
DEFINING INFLUENCE
• Reciprocity
• Exchange
• Ability
• Purpose
PRINCIPLES OF INFLUENCE
• We often do unto others as they do unto us.
• When we provide something to the other, both parties reasonably expect some form of return.
RECIPROCITY
Exchange• Influence is an exchange of currency.
• Once we identify the proper currency of trade, we can properly influence for mutual benefit.
EXCHANGE
Ability
• Most people underestimate their ability to influence.
• Some of the most influential people are at the lower levels of the organization.
• You can increase your ability to influence at any level in the organization.
ABILITY
Purpose
• You must be clear about your own goals when seeking to influence.
• You must also assess the world of the one you seek to influence.
• The art of influence is knowing how your goals and their needs align.
PURPOSE
Barriers to Influence The power differential is too great Different priorities; you can’t find common ground Incompatible measures and rewards Adversarial relationships Lack of confidence or skill Assigning negative attributes Inability to focus on what you need, how they benefit
BARRIERS TO INFLUENCE
DiSC and Influence
Dominance influencing
SteadinessConscientiousness
DiSC AND INFLUENCE
Table ActivityAt your table, review key points of your assigned DiSC STYLE and
consider how you might use this information to influence one with this style. Summarize your key points on a flipchart, and choose someone new to present. You’ll have 8 minutes for discussion, and 2 minutes to present.
Your summary should include:
A sentence or two to describe your assigned letter, DiS or C.
3-4 Key Characteristics of this Style
What is most important, if you are seeking to influence one with this Style?
TABLE ACTIVITY
Table ActivityTABLE ACTIVITY
Characteristic D I S C
Basic Aim Get It Done Have Fun Harmonize Do It Right
Pace Fast Fast Slow Slow
Priority Task Relationship Relationship Task
Irritated By Indecision Inefficiency
Complexity Routine
Insensitivity Impatience
Unpredictable Disorganization
Interested In Results Audience Friends Process
Gains Security By Control Flexibility Close Relationships Preparation
Under Pressure Bossy Blunt
Emotional Sarcastic
Stubborn Procrastination
Critical Strict
Decisions Are Decisive Impulsive Considered Deliberate
Overall View Big Picture Big Picture Detail-oriented Detail-oriented
Personal Perspective My Way Fun Way Smooth Way Right Way
Dominance
Emphasizes: shaping the environment by overcoming opposition and challenges
Tendencies: getting immediate results, taking action, accepting challenges, making quick decisions
Motivated by: challenge, power and authority, direct answers, opportunities for individual accomplishments, freedom from direct control, new and varied activities
Fear: loss of control in their environment; being taken advantage of
You will notice: self-confidence, decisiveness, and risk-taking
Limitations: lack of concern for others, impatience, moving forward without considering outcomes
DOMINANCE
influence
Emphasizes: shaping the environment by persuading and influencing others
Tendencies: involved with people, making a favorable impression, enthusiasm, entertaining, group participation
Motivated by: social recognition, group activities, relationships, freedom of expression, freedom of control and detail
Fear: social rejection, disapproval, loss of influence
You will notice: enthusiasm, charm, sociability, persuasiveness, expression of emotion
Limitations: impulsiveness, disorganization, and lack of follow through
INFLUENCE
S-Steadiness
Emphasizes: achieving stability, accomplishing tasks by cooperating with others
Tendencies: calm, patient, loyal, good listeners
Motivated by: infrequent change, stability, sincere appreciation, cooperation, using traditional methods
Fear: loss of stability, the unknown, change, unpredictability
You will notice: patience, a team player, stability, methodical approach,calm, easy-going nature, concern for the group
Limitations: overly willing to give, putting their needs last, resistance to positive change
S-STEADINESS
C-ConscientiousnessEmphasizes: working within circumstances to ensure quality and accuracy
Tendencies: attention to standards and details, analytical thinking, accuracy, diplomacy, and indirect approaches to conflict
Motivated by: clearly defined performance expectations, atmosphere is reserved and business-like, and articulated standards
Fear: criticism of their work, slipshod methods, situations emotionally out of control
You will notice: behavior that is cautious, precise, diplomatic, restrained, perfectionistic,and factual
Limitations: overly critical of self and others, indecision because of desire to collect and analyze data, creativity hampered by a need to follow rules
C-CONSCIENTIOUSNESS
Break
Return in 15 minutes
BREAK
Assessing Stakeholder RelationshipsBedfellows Allies
Adversaries
Opponents
Level of Trust
Leve
l of A
gree
men
t
Source: Peter Block – The Empowered Manager: Positive Political Skills at Work
ASSESSING STAKEHOLDER RELATIONSHIPS
Alignment: Influence Model
Source: Influence without Authority; Cohen and Bradford
ALIGNMENT: INFLUENCE MODEL
Currencies Valued in Organizations Inspiration Currencies
Task Currencies
Position Currencies
Relationship Currencies
Personal Currencies
Negative Currencies
CURRENCIES VALUED IN ORGANIZATIONS
Individual Activity1. Use your worksheet to Identify 3 Key Relationships – Stakeholders – important for you to influence at work.
2. Place the person’s (or organization’s) name in one of the four quadrants, based on current level of trust and agreement.
3. Using the concepts from Influence Without Authority, write down your ideas on influencing this particular stakeholder, and based on what you know, consider how the individual’s DiSC style might influence your strategy.
4. Be prepared to discuss your strategy with a peer.
INDIVIDUAL ACTIVITY
Pair DiscussionTake five minutes each to discuss one of three key stakeholders you just identified.
1. Describe the individual and why he/she is a stakeholder.
2. Explain which quadrant you placed the stakeholder, and why.
3. Explain your assumptions of his/her DiSC.
4. Describe a few ideas you have for influence with this stakeholder.
PAIR DISCUSSION
Skill Practice Groups of 3; Decide who is Persons A, B, C You will have 3 rounds of 20 minutes. In each round you will be
Influencer, Influncee, or Observer Round 1
A = Influencer B = Influencee C = Observer – timekeeper, observes
Round 1 5 minutes – Influencer describes situation, Influencee listens,
prepares to “be’ the situation. Observer observes 10 minutes – real interaction. Influencer engages in dialogue 5 minutes – feedback session, debrief led by observer.
SKILL PRACTICE
What We Want in the Skill PracticeInfluencer Influencee ObserverBe clear about the intent of your goals for the exchange
Assess the ally’s world
Listen
Paraphrase
Eye Contact
Summarize Agreements
Try to reach some agreement (mini or big)
Try to assume the role
Don’t be overly difficult, dramatic
Respond with some “reasonable” agreements
Raise a concern, question, or disagreement, be realistic
Ask a question
If asked to agree, do so if they’ve influenced you!
Keep time
See expectations of the Influencer (column 1)
Observe the skill practice
Give Feedback – 1 thing •You did well•You could improve
Allow Influencer and Influencee provide their input
WHAT WE WANT IN THE SKILL PRACTICE
Key Takeaways• Influence is getting things done through others for mutual benefit
• Principles of Influence are REAP; Reciprocity, Exchange, Ability, and Purpose
• Seeing stakeholders as potential allies and assessing their world is critical
• Know the currency for trade, because influence is about exchange
• Influence happens at all levels; most underestimate own ability to influence
KEY TAKEAWAYS