Boardwalk Influence Webinar
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Transcript of Boardwalk Influence Webinar
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© 2011 Targeted Learning. All Rights Reserved.
www.targetedlearning.com Phone 801.235.9414IEEE0611
www.targetedlearning.com Phone 801.235.9414IEEE0611
© 2011 Targeted Learning. All Rights Reserved.
How to Influence Others
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© 2011 Targeted Learning. All Rights Reserved.
www.targetedlearning.com Phone 801.235.9414IEEE0611
www.targetedlearning.com Phone 801.235.9414IEEE0611
© 2011 Targeted Learning. All Rights Reserved.
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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© 2011 Targeted Learning. All Rights Reserved.
www.targetedlearning.com Phone 801.235.9414IEEE0611
Tactic OnePower and the Art of Influencing Others
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© 2011 Targeted Learning. All Rights Reserved.
www.targetedlearning.com Phone 801.235.9414IEEE0611 4
www.targetedlearning.com Phone 801.235.9414IEEE0611
© 2011 Targeted Learning. All Rights Reserved.
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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© 2011 Targeted Learning. All Rights Reserved.
www.targetedlearning.com Phone 801.235.9414IEEE0611
Audience Types
1. Soldiers
2. Professionals
3. Analyticals
4. Saints & Friends
5. Partners
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6. Dealmakers7. Consultants8. Idealists9. Obstructionists
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© 2011 Targeted Learning. All Rights Reserved.
www.targetedlearning.com Phone 801.235.9414IEEE0611
Dealing With and Overcoming Resistance
Tactic Two
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© 2011 Targeted Learning. All Rights Reserved.
www.targetedlearning.com Phone 801.235.9414IEEE0611
www.targetedlearning.com Phone 801.235.9414IEEE0611
© 2011 Targeted Learning. All Rights Reserved.
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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www.targetedlearning.com Phone 801.235.9414IEEE0611
© 2011 Targeted Learning. All Rights Reserved.
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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© 2011 Targeted Learning. All Rights Reserved.
www.targetedlearning.com Phone 801.235.9414IEEE0611
Pitching Your IdeasTactic Three
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© 2011 Targeted Learning. All Rights Reserved.
www.targetedlearning.com Phone 801.235.9414IEEE0611 10
www.targetedlearning.com Phone 801.235.9414IEEE0611
© 2011 Targeted Learning. All Rights Reserved.
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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© 2011 Targeted Learning. All Rights Reserved.
www.targetedlearning.com Phone 801.235.9414IEEE0611
Moving from Conflict to Collaboration
Tactic Four
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© 2011 Targeted Learning. All Rights Reserved.
www.targetedlearning.com Phone 801.235.9414IEEE0611 12
www.targetedlearning.com Phone 801.235.9414IEEE0611
© 2011 Targeted Learning. All Rights Reserved.
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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© 2011 Targeted Learning. All Rights Reserved.
www.targetedlearning.com Phone 801.235.9414IEEE0611
Building a Support NetworkTactic Five
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© 2011 Targeted Learning. All Rights Reserved.
www.targetedlearning.com Phone 801.235.9414IEEE0611
www.targetedlearning.com Phone 801.235.9414IEEE0611
© 2011 Targeted Learning. All Rights Reserved.
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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www.targetedlearning.com Phone 801.235.9414IEEE0611 15
www.targetedlearning.com Phone 801.235.9414IEEE0611
© 2011 Targeted Learning. All Rights Reserved.
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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© 2011 Targeted Learning. All Rights Reserved.
www.targetedlearning.com Phone 801.235.9414IEEE0611
Your 360 & Development Guide/FYI
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© 2011 Targeted Learning. All Rights Reserved.
www.targetedlearning.com Phone 801.235.9414IEEE0611 17
www.targetedlearning.com Phone 801.235.9414IEEE0611
© 2011 Targeted Learning. All Rights Reserved.
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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© 2011 Targeted Learning. All Rights Reserved.
www.targetedlearning.com Phone 801.235.9414IEEE0611 18
www.targetedlearning.com Phone 801.235.9414IEEE0611
© 2011 Targeted Learning. All Rights Reserved.
For Your Improvement
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© 2011 Targeted Learning. All Rights Reserved.
www.targetedlearning.com Phone 801.235.9414IEEE0611 19
www.targetedlearning.com Phone 801.235.9414IEEE0611
© 2011 Targeted Learning. All Rights Reserved.
For More Information Contact…• Jan Gandy
• Your ABL or HRBP
Thank You