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Agile Influence: 8 Strategies to Empower
You and Your Team
Andy Nguyen & Joanna Plumpton
Agile Tour Montreal 2016
In.flu.ence /’inflooәns/“The capacity to have an effect on the character, development, or behaviour of someone or something, or the effect itself.” Oxford English Dictionary
What’s your situation?
Team
• Circles & Soup - Introduced by Diana Larsen
• http://www.innovationgames.com/circles-and-soup/
Organization
• Agile transformation
• Middle management challenges
• Introducing new ideas
Take Advantage of Shortcuts
• Information overload -> Apply shortcut in context -> Increased persuasion
Book References
• Influence: Science and Practice, Robert B. Cialdini
• Fearless Change: Patterns for
Introducing New Ideas, Mary Lynn Manns and Linda Rising
• Smarter, Faster, Better: The
Secrets of Being Productive in
Life and Business, Charles Duhigg
1.Commitment 2. Reciprocation
3. Liking
4. Social Proof – Consensus
5. Loss Aversion
6. Common Challenge
7. Motivation – Growth Mindset
8. Authority - Expertise
Takeaways
When team members take initiatives – lead the way
Lead your team to the right initiative with the right questions
Team will be consistent and will congruently work on their commitment
Even with wrong decision: experiment
Takeaways
Expose your team members public commitment
RetrospectiveWritten ideas > leads on a commitments on a visible board
Have your team voice their commitments and make them vote publicly
Definition of done
Displayed visibly
1. Commitment
2.Reciprocation3. Liking
4. Social Proof – Consensus
5. Loss Aversion
6. Common Challenge
7. Motivation – Growth Mindset
8. Authority - Expertise
Takeaways
Take care of your team first
Reach out first and sacrifice yourself as a leader
Beyond eating last, it’s to offer first
Do care in an empathic way
Time is more valuable than money
1. Commitment
2. Reciprocation
3.Liking4. Social Proof – Consensus
5. Loss Aversion
6. Common Challenge
7. Motivation – Growth Mindset
8. Authority - Expertise
Describe the outcomes of a really BAD gameDescribe the outcomes of a really GOOD game
Count words occurrence for
Associate
We, us, our
Nous, on
Dissociate
They, them, the Canadians
Ils, eux, les Canadiens
conversions
5 Minutes =>
Productivity
About
me…
Me too!
55%
Agreement
90% Agreement
+ more value
MEMEMEME
UUUU
“Just Say Thanks”
WIIFM? (What’s In It For Me)
• Know your teammates more informally than formally
• Enable some initial chatter• Set the stage – ice breakers• Do informal events 5à7
• Use photos for remote team members
• Difficulty liking someone? • Uncover that one aspect of an individual
that you genuinely respect• Find common personal aspect
• Use positive association• Ask someone well respected to endorse an
idea – even if they’re not an expert!
• Sincere, tailored, specific appreciations
1. Commitment
2. Reciprocation
3. Liking
4.Social Proof – Consensus5. Loss Aversion
6. Common Challenge
7. Motivation – Growth Mindset
8. Authority - Expertise
12% 18% 33%
The Default Rule
• Explicit consent (~5-25%)
• Presumed consent (~85-99%)
OK… But how can I use this?
Proximity of behaviour:
• Introduce a new engineering practice - show success from another company / your company / your department
Encouraging the behaviours we want to see:
• Default – automated reporting for your lean governance
1. Commitment
2. Reciprocation
3. Liking
4. Social Proof – Consensus
5.Loss Aversion6. Common Challenge
7. Motivation – Growth Mindset
8. Authority - Expertise
How much is this mug?
You own this mug, how
much would you sell it for?
You do NOT own this mug,
how much would you pay for
it?
Takeaways
Management and executives hate loss aversion
The feeling of missing out on expectations:Project investmentAbstraction of the issues at handPublic shame (accountability)
Having a hard time selling quality initiatives: unit testing, pair programming or mob programming?
New agile practice?
1. Commitment
2. Reciprocation
3. Liking
4. Social Proof – Consensus
5. Loss Aversion
6.Common Challenge7. Motivation – Growth Mindset
8. Authority - Expertise
Experiment
High conflict between two groups
Resolutions
Mix up the group composition
More cohesion: mix up kids with the sleeping areas
Make the conditions worse
Believe there is a common hardship
Takeaways
What were your best days at work?
Common hardship unites the team
Failure (or pseudo-failure) is an option
It is how you lead a comeback as a leader
One failed sprint for subsequent successful sprints
Takeaways
Psychological safety
Have you set the stage for safety: Can we talk about failures?
Have everyone expressed anything
Is a team member shunned for expressing an opinion?
As SM, you are the facilitator but the leader to a positive outlook
1. Commitment
2. Reciprocation
3. Liking
4. Social Proof – Consensus
5. Loss Aversion
6. Common Challenge
7.Motivation – Growth Mindset8. Authority - Expertise
Internal vs External
What’s one step I can try?
• At retrospective:
• Positively recognize and call out practice and effort
• Have a thank-you or congratulate section on the wall
• Refuse the labelling of a team member
• Change perspective when discouraged:
• Help the team see they have choices and options
1. Commitment
2. Reciprocation
3. Liking
4. Social Proof – Consensus
5. Loss Aversion
6. Common Challenge
7. Motivation – Growth Mindset
8.Authority - Expertise
+20%
Appointments
+15%
Signed
Contracts
Compliance
“Guru on Your Side”
HOW? Ask…
“I know you’re the local <topic> guru but I also know that you’re interested in new things, so I thought you’d like to hear about the conference I attended last week…”
What can I do?
• Before trying to influence, first reveal or uncover your credentials
• Introduce new team members
• Guru patterns – help create a community with technical credibility and spread the word
Wrap UpSmall, practical, costless changes that can lead us to influence others in an ethical way
Influence Strategy Cheat Sheet
1. Commitment
2. Reciprocation
3. Liking
4. Social Proof – Consensus
5. Loss Aversion
6. Common Challenge
7. Motivation – Growth Mindset
8. Authority - Expertise
Questions?
Thank you!
Andy Nguyen
Joanna Plumpton
