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2009 Institute for Staff Development

Students Today, Leaders Tomorrow

INFLUENCING THE BUSINESS COMMUNITY

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BILL BRYANCSSR7/8/09

Presented by: William R. Bryan, Ph.D., VPThe Center for Secondary School Redesign

(CSSR)

© These materials are the exclusive property of CSSR, Inc. and may only be used by current NAF members. Use of the materials by others is only allowed with written permission from CSSR. For information, please contact Bill Bryan at CSSR, 621 Wakefield Street, West Warwick, RI 02893, or

401-965-8345 or billbryan@cssr.us.

2009 Institute for Staff Development

Students Today, Leaders Tomorrow

INFLUENCING THE BUSINESS

COMMUNITY

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2009 Institute for Staff Development

© 2009 CSSR, Inc. All rights reserved.

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OBJECTIVES

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AGENDA

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What is it? What doesit look like in action?

0%

PROFIC

IENCY

What’s my current level of

proficiency?

How do I become more proficient?

1Recognition

2Understanding

3Self-Assessment& Validation

Specific SkillPractice

5Integrated

Skill Practice

6On The JobApplication

EFFORT

100%

TIME4

Specific SkillPractice

What capabilities do I need?

Knowledge, Skill & Talent Acquisition & Shaping Process

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GOALS & CHALLENGES

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DIMENSIONS OF DIFFERENCE

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DIMENSIONS OF DIFFERENCE (cont’d)

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DIMENSIONS OF DIFFERENCE (cont’d)

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INFLUENCE STEP 1: UNDERSTAND COMMMITMENT

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INFLUENCE STEP 2: IDENTIFY WHAT’S IN IT FOR THEM

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INFLUENCE STEP 3: CONDUCT STAKEHOLDER ANALYSIS

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INFLUENCE STEP 4: CONDUCT RESISTANCE ANALYSIS (A)

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MOTIVATION/COMMITMENT FORMULA

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INFLUENCE STEP 4: CONDUCT RESISTANCE ANALYSIS (B)

INFLUENCE-SUPPORT MATRIXStakeholder Communication & Influence Planning

SU

PP

OR

T

HIGH

LOW

LOWINFLUENCE

A

C

B

D

Advocate

Detractor

E

F

G

I

H

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PERSONAL INFLUENCE

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INFLUENCE STEP 5: UNDERSTAND WHAT MAKES PEOPLE TICK

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INFLUENCE STEP 6: UNDERSTAND INFLUENCE ELEMENTS

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INFLUENCE ELEMENTS (cont’d)

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INFLUENCE STEP 7: BUILD & LEVERAGE YOUR POWER BASES

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INFLUENCE STEP 7: POWER BASES (cont’d)

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INFLUENCE ELEMENTS (cont’d)

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INFLUENCE STEP 8: UNDERSTAND & ASSESS MOTIVES

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INFLUENCE STEP 8: MOTIVES (cont’d)

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INFLUENCE STEP 8: MOTIVES (cont’d)

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INFLUENCE STEP 8: MOTIVES (cont’d)

REL TASK INF REL TASK INF REL TASK INF

REL TASK INF REL TASK INF REL TASK INF

REL TASK INF REL TASK INF REL TASK INF

PRESIDENT FDR JFK

BUSINESS - MID EDUCATO RS - ALL

CARTER REAGAN CLINTONS

BUSINESS - SR

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INFLUENCE ELEMENTS (cont’d)

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INFLUENCE STEP 9: LEARN & APPLY INFLUENCE SKILLS

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INFLUENCE STEP 9: INFLUENCE SKILLS (cont’d)

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INFLUENCE ELEMENTS (cont’d)

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INFLUENCE STEP 10: EXPAND LEADERSHIP STYLE OPTIONS

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INFLUENCE STEP 10: LEADERSHIP STYLE (cont’d)

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INFLUENCE STEP 10: LEADERSHIP STYLE (cont’d)

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INFLUENCE STEP 10: LEADERSHIP STYLE (cont’d)

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INFLUENCE STEP 10: LEADERSHIP STYLE (cont’d)

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INFLUENCE ELEMENTS (cont’d)

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INFLUENCE STEP 11: EXPAND PLANNING STYLE APPLICATIONS

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INFLUENCE STEP 11: PLANNING STYLE (cont’d)Examples

Example 1 Examp le 2 SAMPLE SET* X A. I like Chinese food 6 B. I like Mexican food X C. I like Japane se food 10 D. I like Italian food * After el imina ting liking Chines e a nd Jap a nese foo d a s no t be ing typica l of him , the rem a ining two foods wer e ranke d, i.e ., the pre ferenc e for Ita lian food was th e mos t typica l a nd given a 10 , a nd was sec ond mo s t typica l an d give n a 6.

SAMPLE SET* X A. I pref er spe nding free time with fam ily or frien ds 10 B. I pref er spe nding free time learn ing som ething new X C. I pref er spe nding free time do ing vo lunte er act ivities X D. I pref er spe nding free time coach ing teams

* This perso n e limina ted thre e s tate me nts t o sta rt, lea ving only one of the st a te me nts a s bei ng typica l of he r. There fore , this item wa s give n a 10.

PLANNING S TYLE INVENTORY Please be as cand id as possib le! Resp ond to each s et of que s tions as y ou are now , and not ho w y ou wis h to be . Also, answer in a wa y th at refle cts your true charac teristics , i.e., the real you and not tho s e behav iors you ch oose to disp lay to meet job dema nds. This approa ch wil l prov ide you with th e mo s t us eful fe edba ck. SET 1 A. I se lect the best way to so lve prob lems B. I jump in to fix problems C. I clar ify the causes of prob lems D. I spot p rob lems

SET 2 A. I am act ion oriented B. I am idea or ien ted C. I am re sults/goa l orient ed D. I am theory oriented

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INFLUENCE STEP 11: PLANNING STYLE (cont’d)

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INFLUENCE STEP 11: PLANNING STYLE (cont’d)

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INFLUENCE STEP 11: PLANNING STYLE (cont’d)

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INFLUENCE STEP 11: PLANNING STYLE (cont’d)

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INFLUENCE STEP 11: PLANNING STYLE (cont’d)

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INFLUENCE STEP 11: PLANNING STYLE (cont’d)

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INFLUENCE STEP 11: PLANNING STYLE (cont’d)

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INFLUENCE STEP 11: PLANNING STYLE (cont’d)

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INFLUENCE STEP 11: PLANNING STYLE (cont’d)

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INFLUENCE STEP 11: PLANNING STYLE (cont’d)

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INFLUENCE ANALYSIS & PLANNING WORKSHEET

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INFLUENCE WORKSHEET (cont’d)

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INFLUENCE WORKSHEET (cont’d)

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INFLUENCE WORKSHEET (cont’d)

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CASE ANALYSIS/INFLUENCE PLANNING

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INFLUENCE: NEVER FORGET!!!

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NOTES