soft power: influencing people with integrity in networks & matrix orgs

POWERBASEL JUNE 2011

SOFT

NICK JANKEL, WECREATE

INFLUENCING PEOPLE WITH INTEGRITY IN NETWORKS & MATRIX ORGS

I HOPE THAT OUR WISDOM WILL GROW WITH OUR POWER, AND TEACH US, THAT THE LESS WE USE OUR POWER THE GREATER IT WILL BE.

THOMAS JEFFERSON

12 YEARSAGO

AT A WARM & INVITING CAMPUS IN REDMOND, WA

MOVE(OR CHANGE OR CHOOSE WHAT YOU WANT)

IF YOU WANT PEOPLE TO

YOU HAVE 3 OPTIONS

RULESAND PUNISH PEOPLE WHEN THEY TRANSGRESS

SET DOWN

REWARDSOFFER

RESPONDTO AN INSIGHT, IDEA, INVITATION OR INTENTION

OR MOTIVATE THEM TO

AND WITHOUT AUTHORITY THIS IS THE ONLY LEVER WE HAVE LEFT ANYWAY

RESPONSEABILITY

WHICH MEANS INSTILLING IN YOURSELF & THEM

HUMANITYTHEREFORE INFLUENCE IS ABOUT BEING MORE REAL, AUTHENTIC & EMPOWERING THAN EVER BEFORE

OPENSENSING & HONORING OTHERSINVESTING ENERGY & TIMESHARING YOURSELFMONITORING YOUR DESIRE TO CONTROL ETC.

#1RECOGNISE THAT SOFT POWER DEMANDS MORE OF YOU ALL OF THE TIME

7 YEARSAGOAT A LITTLE COMPANY CALLED TESCO

MATRIXORGS CAN BE MORE FRUSTRATING THAN THE SEQUELS TO THE MOVIE

CRACKBUT WITH THE MATRIX COMES THE SOUND OF OLD FIEFDOMS & WORKING CULTURES CRUMBLING

NETSWORK

OFTEN MORE POWERFULLY THAN HIERARCHIES (ITS NO WONDER GM - INVENTOR OF LINE MANAGEMENT & THE KPI - STRUGGLES IN THE NETWORK)

PEERPOWER DISPLACES HIERARCHY TO BECOME THE MOST IMPORTANT FORCE IN SOCIETY

FROM THE OCCURRENCE OF OBESITY TO THE ARAB SPRING

PROOFWHEN WE SEE OTHERS DOING SOMETHING - CALLED SOCIAL PROOF - WE WANT TO DO IT TOO

USED IN THE MIDDLE EAST TO REASSURE CITIZENS THAT OTHERS WERE PROTESTING TOO

AGENDASIN NETWORKS OF PEERS THERE ARE OFTEN HIDDEN AGENDA - SO KNOWING WHO INFLUENCES WHO IN THE NETWORK IS KEY

GRAPHPLOTTING WHO THE MAJOR INFLUENCERS ARE - AS WELL AS WHETHER THEY ARE FRIEND OR FOE - CAN BE VITAL

ACCOMPLICES ALLIES

ADVERSARIES OPPONENTS

SOURCE: THE EMPOWERED MANAGER

TRUST

AGREEMENT FENCE SITTERS

#2KNOW WHO IS WHY IN YOUR NETWORKACTIVELY BUILD YOUR STRONG & WEAK TIES

MOTIVESWE NEED TO KNOW THEM IN ORDER TO USE THE RIGHT LEVERS TO GAIN THE AGREEMENT OF OTHERS

MONEY

USERNEED

SIGNALING AND CAREER CONCERNS

LEANING AND SKILLS DEVELOPMENT

RECIPROCITY

STATUS

FUN AND ENJOYMENT

REPUTATION

INTELLECTUALCHALLENGE

AUTONOMY

PROFESSIONALSAND PERSONAL

IDENITY

!

AUTOMONY

PROFESSIONAL & PERSONAL

IDENTITY

REPUTATION

RECIPROCITYUSER NEED

MONEY

INTELLECTUAL CHALLENGE

FUN & ENJOYMENT

LEARNING & SKILLS DEVELOPMENT

SIGNALING & CAREER CONCERNS

STATUS

INTRINSIC MOTIVATIONS

EXTRINSIC MOTIVATIONS

SOURCE: IDEO

FEARFAMEFORTUNEFRUSTRATIONFREEDOM (REALISATION, GROWTH ETC)

THE BIG 5

INSIDE INTRINSIC MOTIVATIONS APPEAR TO TRUMP OUR EXTRINSIC MOTIVATIONS

VALUESARE MORE IMPORTANT THAN THINGS OF VALUEINTRINSICALLY MOTIVATED BEHAVIOR OFTEN DROPS OFF WHEN PEOPLE ARE REWARDED WITH ‘THINGS’

FORGETCOARSE FINANCIAL INCENTIVES. TAP INTO THE REAL REASON PEOPLE WANT TO CONTRIBUTE TO YOUR VISION

GROWTHIS THE KEY MOTIVE FOR COLLABORATIING IN A NETWORK

LEARNING, MASTERING, EXPLORING, EXPERIENCING, EXPANDING

TREATPEOPLE AS IF THEY HAVE ALREADY DONE WHAT YOU THINK IS BEST(PEOPLE WILL WANT TO ACT IN CONGRUENCE WITH HOW THEY ARE SEEN)

#3GAUGE PEOPLE’S VALUESFULFILL THE INTERNAL BEFORE THE EXTERNAL

CHANGEHOW DO WE TAP INTO PEOPLE’S MOTIVATIONS & VALUES TO CREATE CHANGE?

INSIGHTCONSUMER DATA, TREND ANALYSIS, MARKET MAPS, SYSTEMS THINKING, APPRECIATIVE INQUIRY

*

EXPERTINSIGHTS PROVIDE AUTHORITY WHEN YOU DON’T HAVE AUTHORITY OF POSITION

SEDUCEINSIGHTS (& STRATEGY TOOLS) CAN WIN OVER ANY LEFT-BRAINER

CONSENSUSINSIGHTS - WHEN DEVELOPED COLLECTIVELY - CAN GENERATE MUCH NEEDED AGREEMENT ON THE UNDERLYING PROBLEM / QUESTION / REALITY

INVITESTART A PILOT, CONVENE A MEETING OF MINDS, CREATE A WORKING GROUP OR FACEBOOK PAGE AND ENABLE PEOPLE TO GET INVOLVED

*

MATCHPEOPLE ARE MORE LIKELY TO DO THINGS FOR YOU ONCE YOU HAVE DONE SOMETHING FOR THEMRECIPROCITY AN INSANCELY POWERFUL FORCE

MIRRORWE WANT TO DO THINGS FOR PEOPLE WE FEEL ‘GET’ US

LOVE?IRRESPECTIVE OF WHETHER WE LIKE THEM OR NOT

IMAGINEIDEASSTORIESVISIONS

*

STORIESWHAT IS POSSIBLE IF WE DO X?WHAT WE MIGHT LOSE IF WE DON’T DO Y?WHAT MISTAKES WE MADE DOING Z?WHAT IS THE CONTEXT OF OUR REQUEST? WHAT IS THE TEAM GREAT AT ALREADY?

MOONWHEN JFK GAVE HIS MOON SHOT SPEECH IN 1961 WE DIDN’T HAVE THE METALS, PROPULSION POWER, COMPUTERS, NAV SYSTEMS OR ASTRONAUTS TO GET US THERE

8 YEARSLATER

EMOTEEMOTION IS CRITICAL FOR ALL DECISION-MAKING

NEUROSCIENCE SHOWS WHEN WE HAVE NO EMOTION, WE CAN’T DECIDE ANYTHING

PERFORMBODY LANGUAGE SAYS MORE THAN MANY WORDS

#4VITAL TO DEVELOP OUR CAPACITY TO WIELD INSIGHTS, INVITES & IMAGINATION

AND THEN EMBODY THEM

PRINCIPLEOF HOW WE ‘ORGANISE’ OUR ORGANISATIONS IS CHANGING RADICALLY

TRIBES / CLASS

HIERARCHIES / BUREAUCRACIES

MARKETS

NETWORKS

TRIBE / CLASS HIERARCHY MARKET NETWORK

CENTRAL IDEA

STRENGTH THROUGH SOLIDARITY

RULES DICTATED BY ELITES

REWARDS GAINED THROUGH

COMPETITION

EMERGENCETHROUGH CO-

CREATION

KEY FORCE KIN TIES OF GROUP IDEOLOGIES OF

SILOSPROFIT MOTIVE OF

INDIVIDUALSRESPONSIBILITY OF

COMMUNITIES

MOTIVES LOYALTY AND GROUP WELLBEING

FEAR AND VESTED INTEREST

GREED & SELF-INTEREST

GROWTH & REALISATION OF

COLLECTIVE POTENTIAL

TYPES OF LEADER HERO AUTOCRAT TECHNOCRAT COLLABORATOR /

INFLUENCER

DESIGNFOR CO-CREATION

NUDGEPEOPLE TOWARDS SUCCESS WITH CRITERIA, CHECKLISTS, RESPONSIVE WORKFLOWS, SMART AGREEMENTS, MEETING DESIGN ETC

THUMBREPLACE RULES OF GOOD AND BAD WITH RULES OF THUMB (HEURISTICS)

DIVERSETEAMS MORE LIKELY TO CREATE BRILLIANCE THAN INDIVIDUAL GENIUSES

CULTURESOF COLLABORATION ARE GEARED FOR INFLUENCING

#5IN NETWORKS, INDIVIDUALS CAN INFLUENCE LARGE TEAMS TO GENERATE A CULTURE OF INNOVATION FROM THE BOTTOM-UP (WITHOUT MASSIVE INVESTMENT)

INSTANTIS GREAT IN COFFEE BUT UNREALISTIC IN THE DEVELOPMENT OF GREAT INFLUENCING SKILLS

JOURNEYTOGETHER WITH PEERSSHARE SUCCESSESLAUGH ABOUT FAILURES

LIFELONGLEARNING

FAILUREDOES NOT EXIST

UNLESSYOU GIVE UP LEARNING HOW TO INFLUENCE

#6SETTLE IN FOR A LIFELONG JOURNEY TO DEVELOP A SKILL THAT WILL PUT YOU STEPS AHEAD OF OTHERS IN THE NETWORKED ECONOMY

1 MONTHAGO

PITCHING A TV SHOW IN NEW YORK

SECRETSAUCE

WHAT IS IT?

JENE SAIS QUOI

A CERTAIN...

PARADOXHUMILITY WITH HUGE AMBITIONMODESTY WITH MAGICLISTENING WITH LIONIZING

THE INFLUENCER’S

INTENTIS EVERYTHING

*

MORALCOMPASS NEEDS CONSTANT TUNING

SERVEASK YOURSELF THESE...1) HOW CAN I BEST SERVE WHAT IS SEEKING TO EMERGE?2) HOW CAN I GENERATE A CONTEXT THAT CREATES THE BEST RESULT FOR...?

WHO?THAT IS THE QUESTION TO CONTEMPLATE ONGOINGLY

WHO DO WE WANT TO WIN?

WIN WINAND ABOVE ALL, WHAT IS THE WIN WIN WIN THAT HAS THE ORG, OURSELF AND SOCIETY WIN?

ALWAYSEXIST IF WILLING TO ABANDON ASSUMPTIONS AND SEARCH FOR HIGHEST VALUES SHARED BY ALL

BELIEVEIF WE HAVE THE MORAL IMAGINATION THAT STEMS FROM THE RIGHT INTENT THEN THERE IS ALWAYS A WIN WIN WIN

#7LEVERAGING HONED INTENT IS THE KEY TO SOFT, STRONG & LONG LASTING POWER

ALL POWER IS A TRUST; WE ARE ACCOUNTABLE FOR ITS EXERCISE; THAT FROM THE PEOPLE, AND FOR THE PEOPLE ALL SPRINGS, AND ALL MUST EXIST

DISRAELI

N.B.GREAT INFLUENCERS PLAY A KEY ROLE - PERHAPS SOON THE KEY ROLE - IN THE GROWTH OF ANY NETWORKED BUSINESS

CONNECTNICK@WECREATE.CC@MIND_MAVERICK

WECREATE.CCULTIMATETRIP.TV