self management the-influence_edge_model
TRANSCRIPT
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The Influence Edge
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Why Influencing Skills?
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Why Influencing Skills?
Influencing skills are important, even if you don’t have clear authority.
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Why Influencing Skills?
Success depends on the ability to influence those over whom you have no direct control.
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Why Influencing Skills?
Influencing skills can help you get information or persuade people.
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Why Influencing Skills?
• Finish work faster
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Why Influencing Skills?
• Finish work faster
• Reduce conflict
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Why Influencing Skills?
• Finish work faster
• Reduce conflict
• Relieve stress
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Why Influencing Skills?
• Finish work faster
• Reduce conflict
• Relieve stress
• Demonstrate that you’re a team player
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Why Influencing Skills?
• Finish work faster
• Reduce conflict
• Relieve stress
• Demonstrate that you’re a team player
• Be a better negotiator
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Influence Situations
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Influence Situations
You need information to accomplish a goal.
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Influence Situations
You need management support.
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Influence Situations
You need the help of an expert.
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Influence Situations
Someone resists your idea after you presented it in a logical, rational way.
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Fundamental Factors
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Fundamental Factors
• Your Goal
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Fundamental Factors
• Your Goal
• The Other Person
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Your Goal
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Your Goal
• Know who you have to influence
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Your Goal
• Know who you have to influence
• Give yourself a time frame
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Your Goal
• Know who you have to influence
• Give yourself a time frame
• Know what you want
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Your Goal
• Know who you have to influence
• Give yourself a time frame
• Know what you want
• State the goal in positive terms
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Your Goal
• Know who you have to influence
• Give yourself a time frame
• Know what you want
• State the goal in positive terms
• Determine if someone else is involved
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Your Goal
• Determine your mindset
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Your Goal
• Determine your mindset
• Check any assumptions you are making
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Your Goal
• Determine your mindset
• Check any assumptions you are making
• Look at the situation objectively
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Your Goal
• Determine ways the other person needs you
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Your Goal
• Determine ways the other person needs you
• Find someone who has been successful in a similar situation
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The Other Person
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The Other Person
• Determine what you can do to make it easier for the other person
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The Other Person
• Determine what you can do to make it easier for the other person
• Put yourself in the other person’s shoes
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The Other Person
• Determine what you can do to make it easier for the other person
• Put yourself in the other person’s shoes
• Try to determine the other person’s mindset
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Fundamental Factors
After consideration of the goal and the other person, decide what energies would be most useful in your situation.
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Push Energy
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Push Energy
Push Energy is direct, forceful and persuasive.
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Push Energy
Push Energy gets people to change their course of action.
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Push Energy
Use when:
• You know what you want
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Push Energy
Use when:
• You know what you want
• You have good reasons to build a case
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Push Energy
Use when:
• You know what you want
• You have good reasons to build a case
• You need a more direct approach
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Assert
State clearly and directly what you want.
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Suggest
Make clear suggestions that are relevant to the situation.
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Provide Rationale
Provide reasons or benefits that interest the other person.
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Identify Consequences
Identify what may happen if the other person doesn’t do what you ask.
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Pull Energy
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Pull Energy
Pull Energy is inclusive and involving.
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Pull Energy
Pull Energy helps the other person see alternatives.
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Pull Energy
Use when:
• You want to build a relationship
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Pull Energy
Use when:
• You want to build a relationship
• You need the involvement of others
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Pull Energy
Use when:
• You want to build a relationship
• You need the involvement of others
• You require additional information
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Open-Ended Questions
Ask questions to gather information, and to find out what the other person is thinking.
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Open-Ended Questions
Encourage the involvement of the other person.
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Focused Questions
Ask questions that help the other person focus on alternatives.
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Summarize
Summarize what the other person has said, so you can clarify issues and demonstrate understanding.
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Disclose
Disclose information that helps build trust.
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Push/Pull Energy
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Push/Pull Energy
Push/Pull is a blend of both Push and Pull energies.
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Push/Pull Energy
Use when:
• You need to address conflict
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Push/Pull Energy
Use when:
• You need to address conflict
• You want to create breakthrough results
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Push/Pull Energy
Use when:
• You need to address conflict
• You want to create breakthrough results
• You want to provide meaningful exchanges
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Offer Incentives
Offer incentives to make it easier for the other person to do what you are asking.
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Highlight Commonalities
Highlight goals, values and positions that are similar and different.
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Create a Vision
Create a positive vision of what might happen if the other person does what you want.
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The Influence Edge