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Chartered Management Institute Chartered Quality Institute
Influencing Skills for Leading Change and TransformationDebbie Rynda Stellar Consulting Ltd
27 January 2011
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“The old crutch of authority is replaced today by a new leader’s ability to make relationships, use influence and work through others to get results.”
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How does influencing play into Leading Change and
Transformation?
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Leadership: Future, Engage, Deliver
Leadership
Deliver: keeping up momentum to implementHaving enough self-motivation, people skills and problem-solving abilities to keep the team and individuals energised and on course
Engage: motivate othersBeing a good enough salesperson to enroll others to the vision, the journey and the team
Future: setting the vision and inspiringBeing smart enough to decide what needs to be done and artistic enough to paint compelling images of both the destination and the nature of the journey
Adapted from Steve Radcliffe – Future Engage Deliver and Max Landsberg – The Tao of Motivation
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The Basics: Winning Friends and Influencing People
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Help people to like us
Win people over
Avoid offending them
Dale Carnegie’s work emphasises people skills
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Behaviours that help people to like us
Be genuinely interested in other people
Smile
Remember the person’s name
Be a good listener.
Talk in terms of the other person’s interests
Make the other person feel important
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Winning people over (1)
To get the best of an argument - avoid itShow respect for other person’s opinions If you are wrong admit it quickly and emphaticallyBegin in a friendly wayGet the other person saying ‘yes, yes’ immediatelyLet the other person do a great deal of the talking
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Winning people over (2)
Let the other person feel that the idea is his or hers
See things from the other person’s point of view
Be sympathetic with the other person’s ideasAppeal to the nobler motivesDramatise your ideasThrow down a challenge
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How to avoid offending Begin with praise and honest
appreciation
Talk about your mistakes before criticising others
Ask questions instead of giving direct orders
Let the other person save face
Make the other person happy about doing the thing you suggest
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Influencing skills are associated generally with workplace success
Managers who are versatile in how they influence and work with others are:27% better at leading teams25% better at coaching others22% better at managing conflict22% better at securing the commitment of their direct reports19% more likely to be promoted
Research by Tracom Group and others
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Source: Bradford & Cohen, Babson Research
1. Assume all are potential allies
A robust influencing approach
6. Influence through give and take
2. Clarify your goals and priorities
3. Diagnose the world of the other person
4. Identify relevant currencies, theirs, yours
5. Dealing with relationships
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Influencing without authority can be achieved through “currencies” of influence
Maslow’s Hierarchy of NeedsBradford & Cohen’s Currencies
Source: Bradford & Cohen
Self Actualisation
Status
Belonging
Security
Survival/Resources
Inspiration-Related
Position-Related
Relationship-Related
Personal-Related
Task-Related
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AssistanceRapid Response
Challenges
New Resources
Backing
Task-Related
Information
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Personal-Related
Involvement
Self-worth Comfort
Gratitude
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Caring
Relationship-Related
AcceptanceUnderstanding
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RecognitionVisibility
Reputation
Insiderness Contacts
Position-Related
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Moral correctness
Inspiration-RelatedExcellence
Vision
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Source: Cohen & Bradford, Babson Research
1. Assume all are potential allies
A robust influencing approach
6. Influence through give and take
2. Clarify your goals and priorities
3. Diagnose the world of the other person
4. Identify relevant currencies, theirs, yours
5. Dealing with relationships
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Rational Approach
Building Personal Relationships
Coercive Approach
Limited SuccessD
iffic
ult
Ease
of
Impl
emen
tatio
n
±Value
HighLow
Easy
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Relationship-Building Approach
“You know we “You know we have known
each other for a long time….”
“You and I are both….
Measurably More Successful
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Results
Actions
Opportunities & Priorities
Ideas and Possibilities
Relationships
Relationships to Results Pyramid
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Relationships to Results Pyramid
Results
Actions
Opportunities & Priorities
Ideas and Possibilities
Relationships
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Shadow and LightPeople arrive in your space and before a word is spoken, you can feel different.
Each of us shines our LIGHT and
casts a Shadow.
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Source: Cohen & Bradford, Babson Research
1. Assume all are potential allies
A robust influencing approach
6. Influence through give and take
2. Clarify your goals and priorities
3. Diagnose the world of the other person
4. Identify relevant currencies, theirs, yours
5. Dealing with relationships
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But there are limits to reciprocity
Frequent, moderate positive exchanges increase social status, trust & influence
High imbalances cause resentment
Research at Stanford
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What is Your preferred style of Influencing?
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An Influencing Model – 4 types
GuardianGuardian
VisionaryVisionary ConductorConductor
HarmoniserHarmoniser
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Interactive exerciseSee the handouts
Fully describe to your partner what you like to receive when being influenced.
Look for the differences between you.
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Point to your type
GuardianGuardian
VisionaryVisionary ConductorConductor
HarmoniserHarmoniser
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Influencing groups of people
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Five score years ago, a great American, in whose symbolic shadow we stand today, signed the Emancipation Proclamation........
We have also come to this hallowed spot to remind America of the fierce urgency of Now. This is no time to engage in the luxury of cooling off or to take the tranquilising drug of gradualism.
I have a dream that one day this nation will rise up and live out the true meaning of its creed: "We hold these truths to be self-evident, that all men are created equal.”
I have a dream that my four little children will one day live in a nation where they will not be judged by the colour of their skin but by the content of their character.
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Our Chairman will now dance his vision for the transformation of our company.
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Leadership: Future, Engage, Deliver
Leadership
Deliver: keeping up momentum to implementHaving enough self-motivation, people skills and problem-solving abilities to keep the team and individuals energised and on course
Engage: motivate othersBeing a good enough salesperson to enroll others to the vision, the journey and the team
Future: setting the vision and inspiringBeing smart enough to decide what needs to be done and artistic enough to paint compelling images of both the destination and the nature of the journey
Adapted from Steve Radcliffe – Future Engage Deliver and Max Landsberg – The Tao of Motivation
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Guardians
This is a timeless wisdom that you are aiming to lead
and influence in a way that is repeatable again & again – so that others benefit from your
consistent leadership through change.
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Conductors
Put it into practice AND flex it for the change that goes on every day. Get on and use it
pragmatically in the leadership role you have.
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Harmonisers
You have the inherent style to address what some call "conflict"
when it is really a lack of understanding because the people
are just not getting what each other are saying. The job for you as a leader of change is to enable
others to have influence.
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Visionaries
As you look to the future, leaders and managers like you
move more to the core of change in businesses. You
have an obligation to become better at influencing and being
influenced.
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Influencing Skills for Leading Change and Transformation
Debbie Rynda Stellar Consulting Ltd
27 January 2011
Thank you.If you want a copy of the slides, drop your business card on the table.