three steps to influencing when you don’t have the authority

Enhanced Performance. Enduring Results.

Three Steps to Influencing When You Don’t Have the Authority

1

Elizabeth Larson, PMP, CBAP, CSMCEO and Co-PrincipalWatermark Learning

Connect on LinkedIn.com

Twitter.com/@e_larson


Twitter.com/@e_larson

Enhanced Performance. Enduring Results. ©

1. Describe why it is vital for project professionals to be able to influence stakeholders

2. Discuss what it really means to influence without authority

3. Describe the three essential ingredients necessary to successfully influence without authority


I have more influence now than when I had the power.Gough Whitlam served as the 21st Prime Minister of Australia

The key to successful leadership today is influence, not authority. Ken Blanchard, management authority

Read more at http://www.brainyquote.com/quotes/quotes/n/nelsonmand178789.html#MbrGx4i8fvCIzEEY.99

Example is not the main thing in influencing others; it is the only thing.Albert Schweitzer, theologian and medical missionary


BAs as change agents Why we need to influence Two pitfalls

Solution


Organizational hierarchy/culture Fear of failure/lack of confidence/failed past

attempts Takes too much time Incompatible goals (influencer, influencee,

organization)

Get together in small groups. Introduce yourselves. Discuss your barriers. Are there common themes?


Terms, Terms, Terms

PersuadeTo use communication to deliberately change a person’s thoughts, actions, and/or feelings.

From the Latin “to urge”

The power of persons or things to be a compelling force on or produce effects on the thoughts, actions, and/or feelings of others.

From the Latin “to flow in”

Influence

ManipulateTo influence skillfully, especially in an unfair manner. To manipulate people’s feelings.

From the Latin “handful”• Definitions adapted from www.dictionary.com and • www.Influence-persuasion.blogspot.com


Rational Persuasion Inspirational Appeal Consultation (Watermark’s trusted advisor) Personal Appeal Forming a Coalition

Five Influence Tactics

• Yuki, Gary and J. Bruce Tracy, “Consequences of Influence Tactics Used with Subordinates, Peers, and the Boss,” Journal of applied Psychology, Vol. 77, no. 4 pp. 525-535, as seen in the book by Cohen & Branford.

• Cohen, Alan R. and David L. Bradford, Influence Without Authority, John Wiley & Sons, 2005, ISBN 0-471-46330-2

Which is your preferred tactic?


Power and Authority

Authority...is the rightA person or body of personsin whom the right to control, command, or determine is “authorized” or vested.From the Latin “authority/power/one in charge”

• A person, group, or nation having great influence or control over others.

• Ability to impose one’s will (PMBOK, 10.1.2.1)

Power...is the might

From the Latin “to be able to”


Forms of Power

CoerciveReferent

Legitimate(Authority)

Reward


. http://www.businessdictionary.com/definition/personal-power.html

Expert PowerAbility to influence based on expertise, knowledge, and past experience

Lord of the Rings

Personal PowerInfluence over others, the source of which resides in the person instead of being vested by the position he or she holds

King’s Speech


PersonalPower

ExpertPower

PersonalPower

= Influence Without Authority


Trust is the glue of life. It's the most essential ingredient in effective communication. It's the foundational principle that holds all relationships.Stephen Covey, author of 7 Habits of Highly Effective People

Trust dies but mistrust blossoms. Sophocles, Greek playwright, 497/6

A Few of My Favorite Trust Quotes

Clemson University Quotes: http://www.academicintegrity.org/fundamental_values_project/quotes_on_trust.phpBrainyquotes: http://www.brainyquote.com/quotes/keywords/trust_5.html#ixzz1mNaAbOUS

. . .it is prudent never to trust wholly those who have deceived us even once. Rene Descartes, 1596-1650


Credibility

Character

Integrity Intent

Competence

Capabilities Results

Stephen M.R. Covey, The Speed of Trust, Free Press, 2008, ISBN 13-987-0-7432-9730


Principle

Get together in small groups Discuss a few ways you build trust with your

stakeholders As a group, choose your favorite two to

present to the whole group


In addition to the opposite of building trust: Leading with an autocratic style Micromanaging Covering up mistakes Gossiping Withholding information Sharing confidential information Abdicating then criticizing Communicating hierarchically or to select groups Stalling Creating competition Personal agendas Belonging to a coalition that does not have the

organization’s best interest at heart “It’s easier to ask for forgiveness…”


Fortune favors the prepared mind. Louis Pasteur

A Few of My Favorite Preparation Quotes

If the people knew how hard I had to work to gain my mastery, it wouldn't seem wonderful at all. Michelangelo

Success depends upon previous preparation, and without such preparation there is sure to be failure. Confucius


What are the characteristics of a trusted advisor?

Game of ThronesLawyer(The Good Wife)

Doctor


BA as Trusted Advisor

Follow the Influencing Formula Ask questions during analysis Anticipate questions Are thorough Recommend

Not decision-makers. Trusted advisors:


ituation

Analysis

ecommend-ation

mplement-ation

E

Business Leaders and

Sponsors

Evaluation

“Approval”

Decision

S

R

I

Business Leaders and

Sponsors

Don’t be sorry-- Use SARIE

Facilitate

To-Be •Solution•Gap analysis•Business case• Implementation and evaluation plan

Limitations

•Supporting statistics

•Root cause analysis

As-Is

Business Problem orOpportunity

S.A.R.I.E.


Be the change you wish to see in the world. Mahatma Gandhi

A Few of My Favorite Courage Quotes

To know what is right and not do it is the worst cowardice. Confucius

I learned that courage was not the absence of fear, but the triumph over it. The brave man is not he who does not feel afraid, but he who conquers that fear. Nelson Mandela


Courage by itself…Courage by itself…

Courage without prep = Foolish

Courage without trust = Foolhardy


Influencing Summary

Five tips for influencing others:1. 4 cores of credibility2. Treat them as partners--collaborate3. Understand their world and timing4. Be clear about your objectives, your

motivation, and how your idea helps the organization

5. The Influencing Formula Authority


1. Describe why it is vital for project professionals to be able to influence stakeholders

2. Discuss what it really means to influence without authority

3. Describe the three essential ingredients necessary to successfully influence without authority


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three steps to influencing when you don’t have the authority

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