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