influencing negotiating and persuading
DESCRIPTION
Kellie Beirne, Melin Homes, addressed CHC's PR network and spoke about influencing, negotiating and persuading.TRANSCRIPT
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Influencing and Persuading
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Why are these skills so important (now)?
Change:– Post election environment– New localism, public funding cuts, welfare
reform, ‘power to the people’ & freedoms and flexibilities
– Fundamental implications for our organisations, people and communities
– Intrinsic to how we build capacity and empower
– New way…of everything
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Fight or flight?
• Change: Love it or hate it, it’s a constant• Need package of skills, all of which embody
ability to influence and shape a new agenda– Adaptability. Agility. Resilience. Energy.
Entrepreneurialism. Creativity. Resourcefulness– Compelling evidence and vision– Thought leadership– Opinion forming– Rational and emotional intelligence
• ‘new way’ will mean different context, different partners, different delivery…different slant.
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So what do I know?• Various roles and contributions over the
years• Battle tested but still smiling• Learned a lot… and still learning• Leadership is key• Be the change you want to see• Pause. Reflect• Sit back, listen and think. • Gravitas and passion
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2
• Influencing is not lobbying• The power of inference & suggestion• Assertion not aggression• Build consensus not engage in conflict• Passion v obsession (don’t overplay strengths!)• Self awareness – seek feedback • Trust• Under-state criticism and regular praise• Not how people behave, its how you treat them
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Don’t believe the hype!• Conventional thinking rates ‘experience’ as most
desirable• (More important is the ability to bring people
together to deliver a common goal)• Live to work• ‘safe pair of hands’? (What flavour ice-cream are
you?)• Intuition – never shy away from emotional stuff• Challenge is healthy• ‘People are talking’ • Management is a specialist skill
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Leadership is key• Transformational powers• Not necessarily of staff or teams – many different types• No great mystery, art or science!• Just be you – people person• Micro-management has no place in influencing• Time or talent?• Lead from back or middle – doesn’t have to be front• Set outcomes but don’t prescribe methodology• Outcomes not process• Have a go v getting fingers burned• Optimism• Courage
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Because…• Builds consensus around issues• Means you shape an agenda• Take people with you & inspire them to achieve • Gains co-operation• Its okay to be liked• People usually know what the right thing to do is
– don’t need ‘showing’• Increases productivity, dynamism and helps
unlock potential• Whole is greater than sum of its parts
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Hearts and Minds
• Reason – mind/logic
• Affection – heart
• Intuition – gut feel
• Desire - passion
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Examples• Torfaen ‘the early years’ … GRIT• Section 106 Agreements & private sector …
MAGNAMINITY• Blenheim Square …BELIEF & SUPPORT• National policy shaping … KNOWLEDGE• Digital inclusion …PUSHING BACK
BOUNDARIES• ‘Measuring the Impact’… CHALLENGE
• Professional life and personal - BALANCE
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My top 10 tips
• Know your stuff inside and out• Show people where their contribution fits• Create a sense of momentum• Communicate clearly• Big picture but devil in detail• Know the boundaries, then push them back• Find a champion• Verbs more important than nouns• Seize the day, but don’t take yourself too seriously • Show integrity – good faith is hard to knock