building high value relationships - ati coursesa value is what is most important to experience or...

© 2014 BeaconPoint Leadership

Your Facilitator:

David Craig Utts

Building High Value Relationships A Conscious Approach

For Deepening Trust, Inspiring Commitment

and Forwarding What is Most Important


Workshop Objectives page 3

1. Defining a new and more conscious approach to building and sustaining work relationships

2. Identifying situations in which you need to be more influential

3. Describing the foundational principles underlying this new, more conscious approach to influence

4. Understanding the neuroscience of influence


Workshop Objectives page 3

5. Articulating the challenges, beliefs and attitudes that get in the way of our ability to influence others

6. Understanding and applying a model for engaging in influential conversations

7. Identifying additional strategies for Building High Value Relationships

8. Practice applying the mindset and skills necessary to build and sustain high value relationships


The Power of Relationship

At work, what are the primary differences

between good relationships and

challenging relationships?


Why Relationships Are

More Important Than Ever


Gallup Research

Work is the Number One Source

of Meaning for Individuals.

81% of People Do Not Enjoy Their

Jobs.

© 2014 BeaconPoint Leadership Photo by raider3_anime - Creative Commons Attribution-NonCommercial License https://www.flickr.com/photos/11711545@N02 Created with Haiku Deck

98% of Executives Reporting Some Level of Burn Out

33% of Executives Reporting Extreme Burn Out

Harvard Medical School Study


The Transition We Are In

INFLUENCE THROUGH

POSITION & POWER

Positional Leadership

Exchange of Power

Focus: Win-Lose Profit, Growth, Efficiency

INFLUENCE THROUGH

RELATIONSHIP & VALUE CREATION

Inspirational Leadership

Mutual Value

Focus: Win-Win Purpose, Contribution, Value


Neuroscience and Connection

We are hardwired for connection.

Better health and resistance to

stress are correlated with nurturing

relationships.

Neurotransmitters related to trust

and empathy are generated when

we are in a relationship with others.


Creating

Mutual Value

Building & Sustaining Trust

Feeling Respected

Building Blocks for High Value Relationships


TRUST

Authenticity

Sincere

Concern

Value Creation

Reliability

Page 12


VALUES Values determine:

What we focus on

How we approach a task and/or an interaction

Our fulfillment

A value is what is most important to experience or feel.

Decisions are based on what is most important to someone—what they value.

Poor decisions, or decisions that do not serve us well, are almost always the result of not taking into consideration what is most important.


● Adopting a win-win

mindset reinforces trust

and supports

collaboration

● It’s a choice, based

upon the circumstances

Win-Win Mindset

© 2014 Collaborative Operating System http://thecos.org/


● Ownership: getting

everyone in the same

boat.

● Alignment: getting

everyone rowing in

the same direction.

Two Foundations for Building Win-Win

© 2014 Collaborative Operating System http://thecos.org/


Where to Start the Alignment Process

Aligning:

Vision

Purpose

Values

Goals

Page 9

Going in the Same Direction:

What is the Focus of Our Work Together?

What Do We Both Care About Most?


Focus:

Mutually High Value Outcomes

FOUNDATION: MUTUAL TRUST AND RESPECT

1. Framing & Connecting

2. Exploring & Aligning Value

3. Coordinating Priorities &

Commitments

Conversation

Cycle

Personal

Orientation

Page 21


What Conversation is Missing?

Conversation for A Conversation

For

Possibilities

For Commitment

For Goals & Planning

For Relationship

For Action & Accountability

For Breakdown

For Completion/Moving

On

Types of Conversations Page 30

© 2014 BeaconPoint Leadership Photo by Ed Yourdon - Creative Commons Attribution-NonCommercial-ShareAlike License https://www.flickr.com/photos/72098626@N00 Created with Haiku Deck

Page 34


Rapport

Engages the Entire Body

Page 36


Keys to Establishing Rapport

Ability to Observe Another

Being Flexible in Your Response

Page 36


Questioning Strategy Flow

Generating Context and Focusing the Conversation

Ensuring Clarity of Understanding Around The Ultimate Outcome(s)

and the Current Reality

Sharpening Focus Around What Is Most Important

Prioritizing Execution and

Exploring Options Aligning

Commitments

Achieve Clarity

Sharpen Focus

Align Value

Forward Action

Page 48

building high value relationships - ati coursesa value is what is most important to experience or...

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