Positive Influence

Learn & Share session Presented by Randall Tan, RDSAMEA

Objectives

• how to positively influence others both inside and outside the organization

• develop influence style flexibility

• diagnose each influence situation you encounter

• apply the influence style that will be most effective

Where INFLUENCE matters...

• Mobilize resources to get things done. • Influence others without the use of positional

authority. • Improve cross-team (SAMEA, HQ), trade-

partners and other stakeholder relationships. • Become more effective team members/team

leaders.

Assessing Influence Styles

• Observing, coding and classifying Influence Behaviour aids self-awareness, learning and development

• Coding

Energy

Behavior

Style

• How is the person using Energy (words, tone, body movement)?

• Which Influence Style is the person using?

• Which behaviour is the person using?

Step 1: Setting Influence Objectives

• Define the situation• Indentify and describe the influence target• Describe desired results/ outcomes• Construct clear Influence Objectives

- Specific

- Measurable

- Achievable

- Relevant• Prioritize

Step 2: Choosing the Best Style for the Objective (BSO)

• Persuading - proposing, reasoning

• Asserting – stating expectations, evaluating, using incentives (and pressures)

• Bridging – involving, listening, disclosing

• Attracting – finding common ground, sharing visions

Step 2: Choosing the Best Style for the Objective (BSO)

• Disengaging – postponing, giving and getting feedback, changing the subject, taking a break

• Avoiding – withdrawing from the situation

Step 3: Construct an Influence Style Action Plan

• Write a core style statement for your Influence Objective

• Develop an Influence Style Action Plan

- Support Style

- Backup Style

• Prepare a contingency outline

Applying Steps 1 – 3 forCritical Influence Situation (CIS)

• Before meetings where we need to influence, think through and:– Set influence objectives

– Choose best style for the objective (BSO)

– Construct an Influence Style Action Plan

• Practise and develop Influence Style flexibility

• Grow in confidence and become an effective Influencer

THANK YOU