influencing without authority - slide deck
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TRANSCRIPT
Influencing Without Authority
Jaimon Jacob
Let us introduce each other!
Icebreaker
Purpose:
Use different methods of persuasion.
After completing this training, you should be able to:
Explain the purpose of influence. Identify the barriers to influence. Influence your colleagues using an
influence strategy.
What is influence?
The power to get your work done.
You influence: Friends Colleagues Managers
What do you know about influence?
Ask and get it Think how to get it Give and get it
External barriers to influence
Power differential Different goals and objectives Incompatible performance measures Rivalry
Internal barriers to influence
Lack of knowledge Attitudes Fear No focus
Overcoming the barriers
Influence is about giving and receiving. Relationship exists Relationship does not exist
Step 1: Assume all are potential allies
Step 2: Clarify your goals and priorities
Step 3: Diagnose the world of the other person
Step 4: Identify the relevant Currencies; theirs and Yours
Step 5: Deal with relationships
Step 6: Influence through give and take
Case study
Problem
Step 1:Assume All are Potential Allies
Step 2:Clarify Your Goals and Priorities
Need John’s help for half a day!
Step 3: Diagnose the World of the Other Person
Step 4:Identify Relevant Currencies; Theirs and Yours
I need more resources to help me!
Step 5: Deal with Relationships
Step 6: Influence Through Give and Take
It’s your turn now…
References
Cohen, A. R., & Bradford, D. L. (2012). Influencing up. Hoboken, N.J.: Wiley.
Fisher, R., & Sharp, A. (1999). Getting it done: how to lead when you're not in charge. New York: HarperPerennial.
Cohen, A. R., & Bradford, D. L. (1990). Influence without authority. New York: J. Wiley.
The Influence Model. (n.d.). - Communication Skills Training From MindTools.com. Retrieved August 21, 2013, from http://www.mindtools.com/pages/article/influence-model.htm