Who Am I? What Skills Do I Need? Where Am I Headed?
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Transcript of Who Am I? What Skills Do I Need? Where Am I Headed?
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Who Am I? What Skills Do I Need?
Where Am I Headed?
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Power
Section 1: Power and Influence
Upon completion of this module you will
Understand French & Raven’s Five Bases of PowerKnow the difference between having power and being powerfulDiagnose your own sources of powerIncrease your ability to influence othersUnderstand the aspects of being influential
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1. Legitimate2. Coercive3. Reward4. Referent 5. Expert
What is Power?
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Positional Power
Legitimate
Power:
Position within
hierarchy of
organization
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Coercive Power: Based on Fear
Positional Power
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Positional Power
Reward Power:
Based on ability to
distribute rewards viewed
as valuable
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Personal Power
Expert Power: Based on special skills or knowledge
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Personal Power
Referent Power:
Based on desirable
characteristics or likeability
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Which is more valuable?
Positional Power
Visibility
Access to information
Control
Hierarchical
Demand respect
Personal PowerKnowledgeExpertise Demonstrated effortCollaborative behaviorEarn respect
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Feeling Empowered to Lead
Webster’s: To invest with official authorityOrganizational: The power to implement
Psychological: Increasing one’s spiritual, political, social, or economic strength through
developing confidence in our own capabilities.Being in control of our own success
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Myths
Everybody’s doing it It’s easy Every manager wants empowered employees Every employee wants to be
empowered Poof! You’re empowered!
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Four Levels
MEANING: Fit between work
requirements and personal
values, beliefs
COMPETENCE: Belief in one’s
own skills and capabilities
SELF-DETERMINATION: Autonomy and choice in work methods, pace and effort
IMPACT: Influence over organizational outcomes
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Outcomes of Four Levels
MEANING: Commitment and
energy
COMPETENCE: Effort and
persistence
SELF-DETERMINATION: Learning and resilience
IMPACT: High-performance and determination
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Influencing Others
“Influence may be the highest level of human skills. - Unknown
“You cannot antagonize and influence at the same time.” - J.S. Knox
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POP QUIZ
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4 =
Effective3 =
Good
2 = Fair
1= Poor
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Influencing others
PROPERTIES
On passing, 'Finish' button: Goes to Next SlideOn failing, 'Finish' button: Goes to Next SlideAllow user to leave quiz: After user has completed quizUser may view slides after quiz: At any timeUser may attempt quiz: Unlimited times
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1. I establish rapport with people before trying to persuade them to do something.
2. I explore other people’s viewpoints before trying to convince them of my own.
3. I give compelling reasons for adopting my viewpoint.
4. I’m not afraid of rejection.5. I bolster my argument with good examples.
Influencing Others
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6. I present my ideas in an upbeat, positive way.
7. I am sincere rather than manipulative.
8. I am persistent without being a nag.
9. I give people time to mull over what I’ve presented.
10. I choose more collaborative words to give advice other than “You should….”
Influencing Others
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Interpreting Your Score30-40: You see yourself as having strong,
effective influence skills and you use them consistently.
20-30: You are able to make some effort to influence others, but you could increase your comfort level.
10-20: Influencing is not your strong suit, but you would be well served by making a concerted effort to enhance your skills.
Adapted from Mel Silberman, ASTD
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Influencing OthersDefinition
1. Holding sway2. Communicating with authority3. Winning others over
• Not relegated to positional power• Everyone needs to call upon this skill• A core skill set for career advancement
The ability to guide others to our point of view, to do something, or change something.
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Two Aspects
PushProposing
Blocking
Dominating
PullSeeking Testing Building bridges
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Influencing OthersPush
Involves logic, retribution, or incentives. Assert rationale for change. Push style better for getting compliance. Can achieve quick results.
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Influencing OthersPull
Involves motivating others, personal
disclosure, and clarifying possibilities.
Can’t fake it. Viewed as
manipulative/dishonest.
Best style for gaining commitment,
but takes more time.
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Example # 1Goal: Promotion
Senior Manager with line of sight on Director Boss says not ready – not a “thought leader”
Natural Pull style; very little Push
What would you do in her position?
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Example #2Establishing norms for new team
Newly assigned to rotational positionBeing coached for aggressiveness, low EQHighly intelligent and always accomplishes tasks
What would you do in her position?
How would you advise her?
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SID – Insert Quiz Maker after Examples 1 &2 – I’ll create answers later
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Need both
Usually task specific
Pull
Push
Best Style Ideal Balance
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What is your default style?
What are the pros and cons to this style?
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Chance to write about their style here?
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Third Option – but not for leaders
21
Disengage
Some people have the option of just walking away. But leaders need to seek and find resolution in order to maintain commitment of others.
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Increasing Skill Level
Assess
Explore Offer Feedback
SpecifyObserve
PracticeReflect
LatherRinse Repeat
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Continuous Improvement
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Influence at a Deeper Level
Discovery Learning Model (www.discoverylearning.com):
• Rationalizing: You put forward your ideas in a logical, rational manner
• Asserting: You insist that your ideas are considered and you challenge others
• Negotiating: You look for compromises and make concessions for greater good
• Inspiring: You encourage others with a sense of shared mission and possibilities
• Bridging: You build relationships through listening and building coalitions
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End of section; final quiz to be designed