maximizing influence 25feb2016 updated - giant · pdf filemaximizing...
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© GiANT WORLDWIDE, Source Credit: DDA Consulting
PROTECTOR
Culture of Entitlement and Mistrust
LIBERATOR
Culture of Empowerment and Opportunity
ABDICATOR
Culture of Apathy and Low Expectation
DOMINATOR
Culture of Fear and Manipulation
High Support
Low Support
Low Challenge High Challenge
SUPPORT & CHALLENGE MATRIX
TALK OUT LOUD
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Snap Shot Challenge! -‐ In the last week what color would you give your predominant Leadership Behavior for
each Circle of Influence?
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“The capacity to have an effect on the character, development, or behavior of
someone or something.”
INFLUENCE
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THE INFLUENCE MODEL
CHARACTER CHEMISTRY
COMPETENCY CREDIBILITY
TRUST
INFLUENCE IMPACT
RELATIONSHIPTRANSACTIONYOU OTHERS
+
S E L F
P R E S E R V A T I O N
S E L F
P R E S E R V A T I O N
STAGE 1: BUILDING TRUST
CHARACTER CHEMISTRY
COMPETENCY CREDIBILITY
TRUST
TRANSACTIONYOU
+
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1.CHARACTER -‐ Do I trust you? Are you a person of integrity?
2.CHEMISTRY -‐ Do I like you? Do I connect with you? Do I enjoy spending time with you?
3.COMPETENCY -‐ Are you competent? Are you confident in the way you communicate your competence? Do you have a proven track record of success?
4.CREDIBILITY -‐ Are you able to take your competence, understand the complexity of my reality and design a bespoke solution that helps me achieve my goals?
ACT LIKE YOU BELONG! -‐ What you believe about yourself is what you will be communicating!
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FILTERS -‐ WHAT ARE PEOPLE REALLY ASKING?
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“Character, Chemistry, Competence and Credibility function as sequential filters to Relationship. You have to unlock all four
to Unlock Influence with them!”
UNLOCKING INFLUENCE
BARRIERS TO RELATIONSHIP
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© GiANT WORLDWIDE
GREEN
‣ No Barrier to Relationship
YELLOW
‣ Potential Barrier to Relationship
RED
‣ Definite Barrier to Relationship
BARRIERS TO RELATIONSHIP
NURTURER Relational Harmony, Values and People, Fairness and Equality
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CHAMPION OF…
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NURTURER CREATIVE (F)
CREATIVE (T) GUARDIAN CONNECTOR PIONEER
CHARACTER Do I Trust?
CHEMISTRY Do I Like you?
COMPETENCE Competent?
CREDIBILITY Relevant?
5 VOICES MEETS THE INFLUENCE MODEL
1.CHARACTER -‐ Do I trust you? Are you a person of integrity?
2.CHEMISTRY -‐ Do I like you? Do I connect with you? Do I enjoy spending time with you?
3.COMPETENCY -‐ Are you competent? Are you confident in the way you communicate your competence? Do you have a proven track record of success?
4.CREDIBILITY -‐ Are you able to take your competence, understand the complexity of my reality and design a bespoke solution that helps me achieve my goals?
© GiANT WORLDWIDE
FILTERS -‐ WHAT ARE PEOPLE REALLY ASKING?
© GiANT WORLDWIDE
NURTURER CREATIVE (F)
CREATIVE (T) GUARDIAN CONNECTOR PIONEER
CHARACTER Do I trust you?
CHEMISTRY Do I like you?
COMPETENCE Are you
Competent?
CREDIBILITY Are you Relevant?
NATURE START POINT FOR 5 VOICES vs INFLUENCE MODEL
© GiANT WORLDWIDE
NURTURER CREATIVE (F)
CREATIVE (T) GUARDIAN CONNECTOR PIONEER
CHARACTER Do I Trust?
CHEMISTRY Do I Like you?
COMPETENCE Competent?
CREDIBILITY Relevant?
5 VOICES MEETS THE INFLUENCE MODEL
1.CHARACTER -‐ Do I trust you? Are you a person of integrity?
2.CHEMISTRY -‐ Do I like you? Do I connect with you? Do I enjoy spending time with you?
3.COMPETENCY -‐ Are you competent? Are you confident in the way you communicate your competence? Do you have a proven track record of success?
4.CREDIBILITY -‐ Are you able to take your competence, understand the complexity of my reality and design a bespoke solution that helps me achieve my goals?
© GiANT WORLDWIDE
FILTERS -‐ WHAT ARE PEOPLE REALLY ASKING?
© GiANT WORLDWIDE
NURTURER CREATIVE (F)
CREATIVE (T) GUARDIAN CONNECTOR PIONEER
CHARACTER Do I trust you?
CHEMISTRY Do I like you?
COMPETENCE Are you
Competent?
CREDIBILITY Are you Relevant?
NATURE START POINT FOR 5 VOICES vs INFLUENCE MODEL
CONNECTOR Relational Networks, Branding and Messaging, and Internal
Collaboration
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CHAMPION OF…
© GiANT WORLDWIDE
NURTURER CREATIVE (F)
CREATIVE (T) GUARDIAN CONNECTOR PIONEER
CHARACTER Do I Trust?
CHEMISTRY Do I Like you?
COMPETENCE Competent?
CREDIBILITY Relevant?
5 VOICES MEETS THE INFLUENCE MODEL
1.CHARACTER -‐ Do I trust you? Are you a person of integrity?
2.CHEMISTRY -‐ Do I like you? Do I connect with you? Do I enjoy spending time with you?
3.COMPETENCY -‐ Are you competent? Are you confident in the way you communicate your competence? Do you have a proven track record of success?
4.CREDIBILITY -‐ Are you able to take your competence, understand the complexity of my reality and design a bespoke solution that helps me achieve my goals?
© GiANT WORLDWIDE
FILTERS -‐ WHAT ARE PEOPLE REALLY ASKING?
© GiANT WORLDWIDE
NURTURER CREATIVE (F)
CREATIVE (T) GUARDIAN CONNECTOR PIONEER
CHARACTER Do I trust you?
CHEMISTRY Do I like you?
COMPETENCE Are you
Competent?
CREDIBILITY Are you Relevant?
NATURE START POINT FOR 5 VOICES vs INFLUENCE MODEL
© GiANT WORLDWIDE
NURTURER CREATIVE (F)
CREATIVE (T) GUARDIAN CONNECTOR PIONEER
CHARACTER Do I Trust?
CHEMISTRY Do I Like you?
COMPETENCE Competent?
CREDIBILITY Relevant?
5 VOICES MEETS THE INFLUENCE MODEL
1.CHARACTER -‐ Do I trust you? Are you a person of integrity?
2.CHEMISTRY -‐ Do I like you? Do I connect with you? Do I enjoy spending time with you?
3.COMPETENCY -‐ Are you competent? Are you confident in the way you communicate your competence? Do you have a proven track record of success?
4.CREDIBILITY -‐ Are you able to take your competence, understand the complexity of my reality and design a bespoke solution that helps me achieve my goals?
© GiANT WORLDWIDE
FILTERS -‐ WHAT ARE PEOPLE REALLY ASKING?
© GiANT WORLDWIDE
NURTURER CREATIVE (F)
CREATIVE (T) GUARDIAN CONNECTOR PIONEER
CHARACTER Do I trust you?
CHEMISTRY Do I like you?
COMPETENCE Are you
Competent?
CREDIBILITY Are you Relevant?
NATURE START POINT FOR 5 VOICES vs INFLUENCE MODEL
CREATIVE Future ideas, Organizational
Integrity, and Social Conscience
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CHAMPION OF…
© GiANT WORLDWIDE
NURTURER CREATIVE (F)
CREATIVE (T) GUARDIAN CONNECTOR PIONEER
CHARACTER Do I Trust?
CHEMISTRY Do I Like you?
COMPETENCE Competent?
CREDIBILITY Relevant?
5 VOICES MEETS THE INFLUENCE MODEL
1.CHARACTER -‐ Do I trust you? Are you a person of integrity?
2.CHEMISTRY -‐ Do I like you? Do I connect with you? Do I enjoy spending time with you?
3.COMPETENCY -‐ Are you competent? Are you confident in the way you communicate your competence? Do you have a proven track record of success?
4.CREDIBILITY -‐ Are you able to take your competence, understand the complexity of my reality and design a bespoke solution that helps me achieve my goals?
© GiANT WORLDWIDE
FILTERS -‐ WHAT ARE PEOPLE REALLY ASKING?
© GiANT WORLDWIDE
NURTURER CREATIVE (F)
CREATIVE (T) GUARDIAN CONNECTOR PIONEER
CHARACTER Do I trust you?
CHEMISTRY Do I like you?
COMPETENCE Are you
Competent?
CREDIBILITY Are you Relevant?
NATURE START POINT FOR 5 VOICES vs INFLUENCE MODEL
© GiANT WORLDWIDE
NURTURER CREATIVE (F)
CREATIVE (T) GUARDIAN CONNECTOR PIONEER
CHARACTER Do I trust you?
CHEMISTRY Do I like you?
COMPETENCE Are you
Competent?
CREDIBILITY Are you Relevant?
NATURE START POINT FOR 5 VOICES vs INFLUENCE MODEL
© GiANT WORLDWIDE
Nurturer -‐ Competence
•Everyone knows you care, but can you communicate your competence and track record with confidence and true authority?
•95% -‐ It’s all too easy for your self depreciating tendencies to communicate a sense of insecurity and self doubt!
Creative (Feeler) -‐ Competence
•Everyone knows you are a person of enormous integrity, but can you discipline your external communication to establish your competence and professionalism.
•When you communicate externally and go off your agreed script it invariably gets worse and leaves people confused!
PRIMARY BARRIERS TO INFLUENCE
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Creative (Thinker) -‐ Chemistry • Everyone sees your competency and commitment to integrity but can you connect with people and communicate your desire to establish a mutually beneficial relationship?
• Your apparent distance, reluctance to share how you’re feeling and social awkwardness rarely leaves a great first impression!
Guardian -‐ Chemistry • Everyone trusts your integrity and hard earned competency but do you know how to connect with people and communicate your desire to establish a mutually beneficial relationship?
• Can you relax, be emotionally present with people in 2nd and 3rd Gear without defaulting to task and work centred conversation?
PRIMARY BARRIERS TO INFLUENCE
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Connector -‐ Character • People connect easily with you and enjoy your infectious enthusiasm and positivity but ultimately question whether you are for real and whether you will truly deliver on what they heard you promise.
• Can they trust you to deliver projects under pressure, are you charismatic salesman who over sells and under delivers?
Pioneer -‐ Character • People deeply respect your competency but often question why everything has to be a fight to the death competition. They assume that ultimately you are manipulating them to advance your own position!
• If you’re being nice to me then you obviously want something! I can easily feel like I’m pawn on your chess board and ultimately expendable when I am no longer useful?
PRIMARY BARRIERS TO INFLUENCE
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What are the biggest Aha’s for you as you see 5 Voices engage with the Influence Model?
How are you going to overcome your primary barrier to Influence and Impact?
INDIVIDUAL EXERCISE
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Long Term Relationships -‐ We become significant and memorable
in people’s lives
GOAL
What are the primary barriers to establishing lasting influence and impact for your foundational voice?
GROUP EXERCISE
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© GiANT WORLDWIDE
THE INFLUENCE MODEL
CHARACTER CHEMISTRY
COMPETENCY CREDIBILITY
TRUST
INFLUENCE IMPACT
RELATIONSHIPTRANSACTIONYOU OTHERS
+
S E L F
P R E S E R V A T I O N
S E L F
P R E S E R V A T I O N
1. What are you afraid of losing?
2. What are you trying to hide?
3. What are you trying to prove? To whom?S E L F
P R E S E R V A T I O N
STAGE 2: BREAKING THROUGH
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© GiANT WORLDWIDE
What causes you to stop at “Transaction” and retreat from “Relationship”?
SELF-PRESERVATION
Vulnerability: Am I prepared to be that vulnerable?
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TYPICAL AREAS OF SELF-‐PRESERVATION
Rejection: What if they don’t want relationship
with me?
Priority: I have immediate financial targets to
hit.
Value: Do relationships have any place in
the business world?
Time: I’d love to but I
don’t have the time.
Capacity: I don’t need more relationships.
PIONEER 7%
NURTURER 43%
CREATIVE 9%
GUARDIAN 30%
CONNECTOR 11%
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BARRIERS TO RELATIONSHIP?
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Take time to honestly answer the 3 Self Preservation Questions.
What keeps you from building relationships effectively?
INDIVIDUAL EXERCISE
STAGE 3: GETTING TO INFLUENCE
INFLUENCE IMPACT
RELATIONSHIP OTHERS
S E L F
P R E S E R V A T I O N
© GiANT WORLDWIDE
© GiANT WORLDWIDE
THE INFLUENCE MODEL
CHARACTER CHEMISTRY
COMPETENCY CREDIBILITY
TRUST
INFLUENCE IMPACT
RELATIONSHIPTRANSACTIONYOU OTHERS
+
S E L F
P R E S E R V A T I O N
S E L F
P R E S E R V A T I O N
© GiANT WORLDWIDE
“Learning how to establish, maintain and develop Relationships produces more
transactions and opportunity than those who seek it. ”
AHA!
KNOW
YOURSELFLEAD
YOURSELFREALITY ACTIONS
CONSEQUENCES
TENDENCIES(PATTE
RNS)
KNOW YOURSELF TO LEAD YOURSELF
© GiANT WORLDWIDE
4 FOUNDATIONAL TOOLS FOR
MAXIMIZINGINFLUENCE
1. Provisional / Plan / Promise 2. Discretion & Discipline 3. Go To the Source 4. Power of the Medium
1.Ask yourself -‐ “Is what I am about to share” -‐
1.Provisional -‐ We are thinking out loud, brainstorming, all ideas are welcome.
2.Plan -‐ This is our considered opinion having reviewed all the options. This is what we are committing to do and will only change in extreme circumstances.
3.Promise -‐ You can bank this, I’ve given my word. To go back on a promise undermines my integrity.
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TOOL #1: PROVISIONAL / PLAN / PROMISE
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How could you use Provisional, Plan, Promise vocabulary to aid communication and maximize
your Influence?
PAIRS EXERCISE
1. When Intuitive Perceivers (NP) talk out loud they assume everyone knows they are speaking Provisionally!
2. Sensor Judgers (SJ) invariably hear all external statements as concrete Plans!
3. Judgers (J) dislike Provisionality and will often move to Plan immediately, short circuiting the dreaming / brainstorming process
4. Perceivers (P) enjoy Provisionality because it keeps their options open, when it’s time to Plan they have to commit and deliver!
5. All -‐ If you’ve been accused of over promising and under delivering in the past invite your team to clarify when they are not sure it!
6. All -‐ A Promise is powerful, if you don’t deliver people remember!
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PROVISIONAL / PLAN / PROMISE > LEADERSHIP INSIGHTS
Who To Share It WithWhat To ShareIs now the right time?Are they the right people?
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When To Share ItHow much?
TOOL #2: DISCRETION & DISCIPLINE
WHAT TO SHARE -‐ How Much?
1.Why are sharing? Is it primarily for your benefit?
2.How are the different Voices going to respond?
3.Have you used your Advisory Board?
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TOOL #2: DISCRETION & DISCIPLINE
WHO TO SHARE IT WITH -‐ Are they the right people?
1. Do these people need this information right now?
2. Do you trust their integrity? Will they keep it confidential?
3. Is this a safe relationship to brainstorm and think out loud?
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TOOL #2: DISCRETION & DISCIPLINE
WHEN TO SHARE IT -‐ Is now the right time?
1.Why do they need to hear it now?
2. Is this the best context to share this information? (Intimate, Personal, Social or Public space?)
3.Will sharing now increase productivity and engagement or cause confusion?
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TOOL #2: DISCRETION & DISCIPLINE
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Do you struggle with Discretion and Discipline in your external communication?
Where have you gotten into trouble in the past?
PAIRS EXERCISE
1. Extroverts -‐ when you think out loud, learn to use the 3 Filters of What, Who and When!
2. Introverts -‐ remember that under extreme stress you will extrovert your frustrations with yourself, the situation and others!
3. Thinkers (Pioneers / Guardians and T Creatives) -‐ remember the power of your weapon system and plan your contributions and external interactions carefully.
4. If you need to talk / brainstorm a lot (you know who you are!) then find a safe relationship or partner who processes the same way!
5. Ask -‐ “What does High Support and Challenge look like for the person you are talking with?”
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DISCRETION & DISCIPLINE > LEADERSHIP INSIGHTS
Know Yourself to Lead Yourself enough to Go To The Source…otherwise, the consequences of repeated Gossip and Drama will have a very negative affect on the reality of your culture.
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TOOL #3: GO TO THE SOURCE
KNOW YOURSELF
LEAD YOURSELF
REALITY ACTIONS
CONSEQUENCES
TENDENCIES(PATTE
RNS)
Remember -‐ “Leaders Define Culture”:
1.Do you choose to believe the best and “Go to the Source” when others offend or upset you?
2.Do you function as a “Conduit” or a “Firewall” when others come to you to complain about colleagues?
3.How toxic is “Gossip” and “Drama” inside your Team and organizational Circles of Influence?
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TOOL #3: GO TO THE SOURCE
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How could you use this the Go To The Source tool to shape your leadership culture?
PAIRS EXERCISE
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TOOL #4: POWER OF THE MEDIUM
TEXT MESSAGE
PHONE CALL
VIDEO CHAT
IN-‐PERSON 95%
10%
15%
35%
70%
BRINGING EFFECTIVE CHALLENGEMEDIUM
Know Yourself to Lead Yourself enough to utilize the Power of the Medium wisely…otherwise, you could fail to bring effective challenge, create miscommunication, and cause more problems than when you started.
© GiANT WORLDWIDE
TOOL #4: POWER OF THE MEDIUM
KNOW YOURSELF
LEAD YOURSELF
REALITY ACTIONS
CONSEQUENCES
TENDENCIES(PATTE
RNS)
© GiANT WORLDWIDE
The greater the challenge, the more important it is to do it face-‐
to-‐face!
AHA!
Remember -‐ “Leaders Define Culture”:
1.How good are you at bringing effective challenge?
2. Is your tendency to hint, or to actually communicate the pain?
3.When have you gotten it horribly wrong before? What happened?
© GiANT WORLDWIDE
TOOL #4: POWER OF THE MEDIUM
© GiANT WORLDWIDE
How could you use the Power of the Medium tool to shape your leadership culture?
PAIRS EXERCISE
© GiANT WORLDWIDE
What are the biggest Aha’s for you personally as you engage with these Foundational Tools?
INDIVIDUAL EXERCISE
© GiANT WORLDWIDE, Source Credit: DDA Consulting
PROTECTOR
Culture of Entitlement and Mistrust
LIBERATOR
Culture of Empowerment and Opportunity
ABDICATOR
Culture of Apathy and Low Expectation
DOMINATOR
Culture of Fear and Manipulation
High Support
Low Support
Low Challenge High Challenge
SUPPORT & CHALLENGE MATRIX