Influence HR Handout's

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Influential HR by Jenifer Lambert | Email : [email protected] TERRA Staffing Group

Influential HR Jenifer Lambert, CPC

TERRA Staffing Group


Influential HR by Jenifer Lambert | Email : [email protected] TERRA Staffing Group Influential HR by Jenifer Lambert | Email : [email protected] TERRA Staffing Group

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Barrier

Catalyst



Republican Democrat


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Thanksgiving Table by The Oatmeal (www.oatmeal.com)


Influence


Catbert “The Evil HR Director”


Gaining willing cooperation

Voice heard

Contributions valued

1 2

3

Doing Maximum Good


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Dr. Robert Cialdini Influence has been listed on the

New York Times Business Best Seller List.



Sleuth

Smuggler


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Reciprocation


You don’t help me solve my problems!

#1 Complaint About HR


“We are human because our ancestors learned to share their food and their skills

in an honored network of obligation.” --Richard Leakey, Archaeologist

Reciprocation


Who helped you ? Friend

1

Mentor

Coach

Teacher

Best Boss Ever

2

3

4

5


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Key Questions

Your key customers/ business partners?

What are the goals of the business?

Your boss?


Winning Together


Key Goal 2013 Develop Leadership Bench Strength

How can HR support this goal ?

•  Recruit •  Retain •  Train •  Comp Plans •  Mentorship Programs


Clearly link the goals of the business to HR goals & activities

Make it Clear!


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When in Doubt

1

Stay in business

2

Earn more money 3

More $ to the bottom-line


What Does Your CEO Want to Know about HR?

Linkage to business outcomes NOT activities


NEVER SAY

No problem!

Don’t Waste the Opportunity!


INSTEAD SAY

It was nothing!

That’s why they pay me the big bucks.

Just doing my job.

It’s my pleasure to help you.

I know it’s important to you (or the business) so I’m happy to help.

I know you’d do the same for me.

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10%15%20%25%30%35%40%45%50%

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Retreatto Zoo

trip


The Power of No

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Always Be Prepared with a Lesser Request

•  Lower cost alternate •  Later date for

implementation •  Pilot vs. company-wide

launch •  Less resources


“Everything is possible, it’s just a matter of tradeoffs.” --Influential HR Exec


Whatever they commit to, they will be more invested in than what you choose for them.

Layout options and let people choose


Commitment & Consistency


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Commitment & Consistency

“It is quite simply, our nearly obsessive desire to be (and to appear) consistent with what we’ve already done. Once we have made a choice or taken a stand, we encounter personal and interpersonal pressures to behave consistently with that commitment.”

Robert Cialdini, Ph.D.


The Most Powerful Commitments Are:

1

2

3

Uncoerced

Active

Public


Start from Existing Commitments

“The company has a stated goal of increasing revenue per headcount by 10%, I have a plan…” “You’ve expressed real concern about retaining your top performers, I have an idea…”


Make Commitments Active

Get them to say a clear

“YES” or “NO”

1

Get it in writing

2


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17 %

49 %


“Would you please reply to confirm we are

in agreement?”

“Please send me an

email outlining what you are committed

to improving”

Get it in Writing

1

2


The commitments

that people make are a much more powerful tool for

gaining compliance than

any directive, policy or standard

someone else sets for them.


Public=Powerful

1

Expand the audience &

strengthen the commitment

2

Use the “cc” wisely


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The Power of “Labeling”

• Remind people of who they are and what they are capable of.

• Must be done

authentically!


Don’t Waste the Opportunity

The next time someone praises you or someone on your team, ask them to put it in writing!

• “Labeling” effect for your staff member

• Activates a commitment in the sender’s mind

• Leads to “Liking”


Liking


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Who Are You More Likely to Take a Recommendation from?

An Enemy

A Stranger

A Friend


Factors Leading to Liking

1

Similarities

2

Genuine Respect

Authentic Concern

3


“It’s hard to influence people you don’t know.”

First 2 minutes of every conversation

is personal.

1

They feel known.

2

You create opportunities to like THEM.

3


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“If they don’t believe you care about their success, don’t be surprised when

they don’t trust you.”

1

How can I help?

2

What are your goals?

How can we win

together?

3


“Be willing to give credit away.”


Catch people doing things right and praise them for it.

Praise a behavior while it’s small and watch it grow.

Speaking of Recognition

•  Make it the Norm vs. the Exception

•  Beware of the “Magnetic Middle”


Stop Eating at Your Desk!


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Lunch Leads to Liking …and Learning


Authority


Authority “Follow the Leader”

1 Position

2 Experience

3 Credentials

4 Demonstrated Knowledge


“Your credibility comes from your ability to solve problems, not quote policy or cite laws.”

“You have to know the business to influence the business.”


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Problem Solver

Mindset

Business Knowledge

HR Knowledge


Stay Informed

•  Google alerts •  Social media (LinkedIn

groups, Twitter) •  Business magazines/blogs/

news alerts •  Market research (applicants,

recruiters, vendors) •  Networking with colleagues

(internal & external)


Use Data to Build Your Case Idea Data

Wellness programs lead to lower absenteeism.

What is our current rate of absenteeism? What is absenteeism costing us now?

We’re understaffed in HR.

What is the benchmark ratio for HR staff to headcount for our industry? What is it costing the business to be understaffed? What specifically could you do for the business with more staff?

A salary freeze would hurt morale.

How does our current comp program match up to the market for talent? What other ways can we make up the budget deficit?


Benchmarking is Powerful When Used Correctly

Most executives want to be a “leader.” No executive wants

to be a “laggard.” Influential HR by Jenifer Lambert | Email : [email protected] TERRA Staffing Group

Everyone wants to save money.

No one wants to be “cheap.”

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Humility

The Most Overlooked

Way to Build

Authority?


When Should You Bring Up the Weakness of a Proposal?


A) Bring it up early and get it out on the table.

B) Save it for the end after you’ve had a chance to a make your case. C) Never introduce a negative. If someone else brings it up, you can deal with it then.

Answer: A

Acknowledging Weakness

Establishes trust

Shows respect

Allows people to hear you

Gives you permission to not have to be an “expert.”


HR?

Did You Get into

Why


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Influence HR Handout's

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Transcript of Influence HR Handout's