influence and leadership convincing the bear michael nir president sapir consulting

Influence and LeadershipInfluence and LeadershipConvincing the BearConvincing the Bear

Michael NirMichael NirPresident Sapir ConsultingPresident Sapir Consulting

[email protected] and Leadershipwww.sapir-cs.com

• About myself and How bears and influence • Bears; iPhone and in Matrix org.• Definitions and exercise• Power sources• The UNIQUE Influence framework – 3 elements

– Do you know how to Develop Supporters– Do you know how to Listen and Empathize– Do you know how to Direct and Summarize?

• Leadership styles

• Tactical Influence

• Different target stakeholders

• Recap and Transfer

Agenda


Me


Target Audience


Do bears work in a Matrix?


And probably prefer iPhone


Matrix Org. WHY???


Important Exercise

Leadership

Influence

Influence w/o Authority

Skills of successful influencer


• Leadership – Process of social influence in which one person can enlist the aid and support of others in the accomplishment of a common task (Chemers M. (1997) An integrative theory of leadership)

• Influence – Using personal power to get someone to do something, whilst maintaining or building a positive working relationship (Cox G.

(2010) Getting results without authority)

Definitions


• Coercive Power

• Resource Power

• Information Power

• Association Power

• Expert Power

• Personal Power

Sources of Power


UNIQUE Influence Framework


Do you know how to Develop Supporters


1. Focus on the Bench Sitters

2. Validate which cake the stakeholder perceives

3. And some words from S. Coveys – 7 habits of highly

effective people

4. Relevant influence tactics

Supporters; Main points


PMBOK® Guide – Fourth Edition, p. 249

Champions Blockers

On the Fence Lip Service

Focus on the Bench Sitters


Which cake the stakeholder perceives


S. Covey

Stakeholders; Focus on Influence region


boreddriver - Perceptions

How not to develop Supporters


Liking– Appearance– Background, opinions– Compliments– Cooperation, Working together– Association

Relevant influence tactics


Association


Do you know how to listen and empathize


1. Qualities of a leader

2. Leadership styles

3. Positive Styles that require influencing

4. Relevant influence tactics

Rapport; Main points


Assertive

Politician

Commitment

Integrity

Perseveres

Gives Credit

Empowers

OpennessCreative

Fairness

Humor

Comm. Skills

Vision

Humility Creates Reality

Solves Conflicts

Listener

יצירתי

The qualities of a Leader


Affiliative

CoacherCoercive

Authoritative

Pace setter

Democratic

Leadership Styles


Six styles of Leadership; in-depth

D. Goleman – Leadership That Gets Results


Do you know how to LISTEN


Commitment and consistency– Foot in the door

Reciprocation

– Door in the face

– Anchoring



Do you know how to Direct and Summarize?


Attention

Relevant info

Message

Example

Do

Summarize - 30 Second Influencer


Direct the message according to perceived Situation


Process – Facts, Data

People – Needs, Values

Action – Objective

Idea – Concepts, Creativity

Directive

Resp

onsi

ve

High Assertiveness, control, force

High Sensitivity, feelings, relationship

Direct the message according to perceived individual preferences


Scarcity



Recap:UNIQUE Influence Framework


• NLP

• Changing perceptions

• Changing wordings

• Tactics of persuasion/influence

Relevant influence strategies


• About myself and How bears and influence • Bears; iPhone and in Matrix org.• Definitions and exercise• Power sources• The UNIQUE Influence framework – 3 elements

– Do you know how to Develop Supporters– Do you know how to Listen and Empathize– Do you know how to Direct and Summarize?

• Leadership styles

• Tactical Influence

• Different target stakeholders

• Recap and Transfer

Agenda


Lead on...Contact me

[email protected]

influence and leadership convincing the bear michael nir president sapir consulting

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