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Elizabeth Larson, PMP, CBAP, PMI-PBA, CSMWatermark Learning CEO and Co-Principal

• Over 30 years of BA and PM practitioner and training experience

• Has taught and presented to audiences on five continents

• Lead author on PMI’s Business Analysis Practice Guide for Practitioners

• Co-lead author on “Collect Requirements” in the PMBOK® Guide 4th Edition

• Content Lead for Scope Management for PMBOK®

Guide 5th Edition• Co-Author of three books: Practitioner’s Guide to

Requirements Management, The Influencing Formula, CBAP Certification Preparation Guide

Enhanced Performance. Enduring Results.

Elizabeth Larson, CBAP, PMP, PMI-PBA, CSMCEO, Watermark Learning

@e_larson

Elizabeth Larson

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Be able to:1. Describe why it is vital for project

practitioners to be able to influence stakeholders

2. Discuss what it really means to influence without authority

3. Describe the three essential ingredients necessary to successfully influence without authority

©Enhanced Performance. Enduring Results. ©

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Organizational structure Organizational or national culture No credibility Fear of failure/lack of confidence/failed

past attempts Takes too much time Incompatible goals

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I have more influence now than when I had the power. Gough Whitlam served as the 21st Prime Minister of Australia

The key to successful leadership today is influence, not authority. Ken Blanchard, management authority

http://www.brainyquote.com/quotes/quotes/n/nelsonmand178789.html#MbrGx4i8fvCIzEEY.99

Example is not the main thing in influencing others; it is the only thing.Albert Schweitzer, theologian and medical missionary

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Change agentsWhy we need to influence Two pitfalls

Solution

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Terms, Terms, Terms

PersuadeTo use communication to deliberately change a person’s thoughts, actions, and/or feelings.

From the Latin “to urge”

The power of persons or things to be a compelling force on or produce effects on the thoughts, actions, and/or feelings of others.

From the Latin “to flow in”

Influence

ManipulateTo influence skillfully, especially in an unfair manner. To manipulate people’s feelings.

From the Latin “handful”Definitions adapted from www.dictionary.com and www.Influence-persuasion.blogspot.com

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Rational Persuasion Inspirational AppealConsultation Personal Appeal Forming a Coalition

Five Influence Tactics

• Yukl, Gary and J. Bruce Tracey, “Consequences of Influence Tactics Used with Subordinates, Peers, and the Boss,” Journal of applied Psychology, Vol. 77, no. 4 pp. 525-535, as seen in the book by Cohen & Bradford.

• Cohen, Alan R. and David L. Bradford, Influence Without Authority, John Wiley & Sons, 2005, ISBN 0-471-46330-2

Which is your preferred tactic?

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Power and Authority

Ability to impose one’s will (PMBOK, 10.1.2.1)

Power...is the might

Authority...is the rightA person or body of personsin whom the right to control, command, or determine is “authorized” or vested.

Boss

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How much do we have?

Legitimate(Authority)

Reward

. . .Or else!

Coercive

Referent

The sponsor says . . .

©. http://www.businessdictionary.com/definition/personal-power.html

Expert Power

Ability to influence based on expertise, knowledge, and past experience

Lord of the Rings

Personal PowerInfluence over others, the source of which resides in the person instead of being vested by the position he or she holds

King’s Speech

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PersonalPower

ExpertPower

PersonalPower

= Influence Without Authority

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Trust is the glue of life. It's the most essential ingredient in effective communication. It's the foundational principle that holds all relationships.Stephen Covey, author of 7 Habits of Highly Effective People

Trust dies but mistrust blossoms. Sophocles, Greek playwright, 497/6

A Few of My Favorite Trust Quotes

Clemson University Quotes: http://www.academicintegrity.org/fundamental_values_project/quotes_on_trust.php Brainyquotes: http://www.brainyquote.com/quotes/keywords/trust_5.html#ixzz1mNaAbOUS

. . .it is prudent never to trust wholly those who have deceived us even once. Rene Descartes, 1596-1650

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Credibility

Character

Integrity Intent

Competence

Capabilities Results

Stephen M.R. Covey, The Speed of Trust, Free Press, 2008, ISBN 13-987-0-7432-9730

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Do CouldWell ImproveBe honest and authentic Act with integrity Respect, value, accept

others Respect differences Laugh and eat together Be “present” Get input from others Avoid personal agenda

Do CouldWell ImproveCommunicate bad news Act consistently Acknowledge mistakes Acknowledge others’

contributions Share information Make and meet

commitments Be credible

15 Ways to Build Trust

How do you build trust?

Trust

TrustTrust

Trust

Trust

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• In addition to the opposite of building trust:• Leading with an autocratic style• Micromanaging• Covering up mistakes• Gossiping• Withholding information• Sharing confidential information• Abdicating then criticizing • Communicating hierarchically or to select groups• Stalling • Creating competition• Personal agendas • Belonging to a coalition that does not have the

organization’s best interest at heart◦ “It’s easier to ask for forgiveness…”

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There are no secrets to success. It is a result of preparation, hard work, and learning from failure. Colin Powell

A Few of My Favorite Preparation Quotes

If the people knew how hard I had to work to gain my mastery, it wouldn't seem wonderful at all. Michelangelo

Success depends upon previous preparation, and without such preparation there is sure to be failure. Confucius

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Trusted Advisor

• Follow the Influencing Formula• Ask questions during analysis• Anticipate questions• Are thorough• Recommend

Not decision-makers. Trusted advisors:

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ituation

Analysis

ecommend-ation

mplement-ation

E

Business Leaders and

Sponsors

Evaluation

“Approval”

Decision

S

R

I

Business Leaders and

Sponsors

Don’t be sorry-- Use SARIE

Facilitate

To-Be •Solution•Gap analysis•Business case• Implementation and evaluation plan

Limitations

•Supporting statistics

•Root cause analysis

As-Is

Business Problem orOpportunity

S.A.R.I.E.

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Be the change you wish to see in the world. Mahatma Gandhi

A Few of My Favorite Courage Quotes

To know what is right and not do it is the worst cowardice. Confucius

I learned that courage was not the absence of fear, but the triumph over it. The brave man is not he who does not feel afraid, but he who conquers that fear. Nelson Mandela

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Focus on ME. . .what if I fail?!

Focus on THEM. . . they won’t let me!

WIIFMWIIFO

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Courage by itself…

Courage without prep = Foolish

Courage without trust = Foolhardy

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Influencing Summary

Five tips for influencing others:1. 4 cores of credibility2. Treat them as partners--collaborate3. Understand their world and timing4. Be clear about your objectives, your

motivation, and how your idea helps the organization

5. The Influencing Formula Authority

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1. Describe why it is vital for project professionals to be able to influence stakeholders

2. Discuss what it really means to influence without authority

3. Describe the three essential ingredients necessary to successfully influence without authority

©©

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