Boardwalk Influence Webinar

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www.targetedlearning.com Phone 801.235.9414IEEE0611



How to Influence Others





The 5 Tactics of Influencing

1. Use of Power

2. Overcoming Resistance

3. Pitching Your Ideas

4. Creating Collaboration

5. Networking

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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.



Audience Types

1. Soldiers

2. Professionals

3. Analyticals

4. Saints & Friends

5. Partners

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6. Dealmakers7. Consultants8. Idealists9. Obstructionists



Dealing With and Overcoming Resistance

Tactic Two





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





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



Pitching Your IdeasTactic Three





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.



Moving from Conflict to Collaboration

Tactic Four





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



Building a Support NetworkTactic Five





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





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



Your 360 & Development Guide/FYI





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





For Your Improvement





For More Information Contact…• Jan Gandy

[email protected]

• Your ABL or HRBP

Thank You

Education

Boardwalk Influence Webinar