power n influence slides 26apr10-vers2
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Positive Influence
Learn & Share session Presented by Randall Tan, RDSAMEA
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Objectives
• how to positively influence others both inside and outside the organization
• develop influence style flexibility
• diagnose each influence situation you encounter
• apply the influence style that will be most effective
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Where INFLUENCE matters...
• Mobilize resources to get things done. • Influence others without the use of positional
authority. • Improve cross-team (SAMEA, HQ), trade-
partners and other stakeholder relationships. • Become more effective team members/team
leaders.
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Assessing Influence Styles
• Observing, coding and classifying Influence Behaviour aids self-awareness, learning and development
• Coding
Energy
Behavior
Style
• How is the person using Energy (words, tone, body movement)?
• Which Influence Style is the person using?
• Which behaviour is the person using?
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Step 1: Setting Influence Objectives
• Define the situation• Indentify and describe the influence target• Describe desired results/ outcomes• Construct clear Influence Objectives
- Specific
- Measurable
- Achievable
- Relevant• Prioritize
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Step 2: Choosing the Best Style for the Objective (BSO)
• Persuading - proposing, reasoning
• Asserting – stating expectations, evaluating, using incentives (and pressures)
• Bridging – involving, listening, disclosing
• Attracting – finding common ground, sharing visions
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Step 2: Choosing the Best Style for the Objective (BSO)
• Disengaging – postponing, giving and getting feedback, changing the subject, taking a break
• Avoiding – withdrawing from the situation
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Step 3: Construct an Influence Style Action Plan
• Write a core style statement for your Influence Objective
• Develop an Influence Style Action Plan
- Support Style
- Backup Style
• Prepare a contingency outline
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Applying Steps 1 – 3 forCritical Influence Situation (CIS)
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• Before meetings where we need to influence, think through and:– Set influence objectives
– Choose best style for the objective (BSO)
– Construct an Influence Style Action Plan
• Practise and develop Influence Style flexibility
• Grow in confidence and become an effective Influencer
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THANK YOU