© 2011 Targeted Learning. All Rights Reserved. www.targetedlearning .com Phone 801.235.9414 IEEE0611 www.targetedlearning .com Phone 801.235.9414 IEEE0611 © 2011 Targeted Learning. All Rights Reserved. How to Influence Others
© 2011 Targeted Learning. All Rights Reserved.
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How to Influence Others
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The 5 Tactics of Influencing
1. Use of Power
2. Overcoming Resistance
3. Pitching Your Ideas
4. Creating Collaboration
5. Networking
2
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Tactic OnePower and the Art of Influencing Others
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Leadership and Power
Power is the ability to mobilize the resources of others to get things done.
Positive power is the ability to influence others to willingly support a specific goal or course of action, while preserving or building the group’s capacity to work together on future goals.
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Audience Types
1. Soldiers
2. Professionals
3. Analyticals
4. Saints & Friends
5. Partners
5
6. Dealmakers7. Consultants8. Idealists9. Obstructionists
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Dealing With and Overcoming Resistance
Tactic Two
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How to Handle Objections
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When faced with an objection:I. Listen attentively without judgingII. Restate their key concerns and confirm
understandingIII. Thank them for their input (if appropriate, admit
shared concern)IV. Move forward by using one of the following tactics:
1. The Strategic Disengagement
2. The “If-Not-Now-When? Question
3. The “Nail-Down” Question
4. The Piece-of-the-Pie” Option
5. The “What-Do-You-Need?” Question
6. The “Find-Another-Sponsor” Approach
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A Process for Surfacing Hidden Resistance1. Give two good-faith responses
2. Check your gut feeling
3. Summarize what you see happening and ask “Tell me what’s really…”
4. Be quiet
5. If they level with you, then address their issue. If they say there’s nothing else, use the nail-down close
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Pitching Your IdeasTactic Three
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Six Keys to the Perfect Pitch
1. Know Your Stake Holders – Discover Their Needs and Concerns in advance
2. Write your “opponents” brief before you even start your own
3. Start and End with Specific Mutual Interests
4. First sell the problem and get agreement on the problem
5. Tailor the Flow to Your Audience (Do you start with the problem, or the solution first?)
6. Remember the Paradox of Power: You have to give up control to gain influence.
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Moving from Conflict to Collaboration
Tactic Four
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Tactics for Being More Collaborative1. Confirm Mutual Interests
2. Depersonalize the Problems
3. Listen and Acknowledge Emotions and Concerns
4. Speak About Your Needs Rather than Others’ Intentions
5. Focus on Your Interests, Not Your Positions
6. Brainstorm Mutually Beneficial Options
7. Give and Demand Respect
8. Avoid Blaming, Complaining, Telling or Contradicting
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Building a Support NetworkTactic Five
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The Nature of Networking
View A: The Less Effective View
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View B: The More Effective View
Strong Network
New and Greater Career Opportunities
Greater Organizational
Impact
Strong Network
Greater Organizational
Impact
New and Greater Career Opportunities
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Five Principles for Effective Networking1. Focus on Building Contribution
2. Dig Your Well Before You’re Thirsty
3. Build on a Foundation of Reciprocity
4. Make it a Deliberate but Everyday Work Activity
5. Leverage Differences
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Your 360 & Development Guide/FYI
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Sample 360 Questions
Influence Upwards
Foster Collaboration
Sought for Advice
Build a Strong Network
0 0.5 1 1.5 2 2.5 3 3.5 4 4.5 5
SupervisorColleague Self
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For Your Improvement
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For More Information Contact…• Jan Gandy
• Your ABL or HRBP
Thank You