building leadership skills convincing & influencing
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Building Leadership Skills Convincing & Influencing. Instructor: Marie L. Radford, Ph.D. [email protected] An Infopeople Workshop Summer 2009. This Workshop Is Brought to You by the Infopeople Project. - PowerPoint PPT PresentationTRANSCRIPT
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Building Leadership SkillsConvincing & Influencing
Instructor:
Marie L. Radford, Ph.D.
An Infopeople Workshop
Summer 2009
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This Workshop Is Brought to Youby the Infopeople Project
Infopeople is a federally-funded grant project supported by the California State Library. It provides a wide variety of training to California libraries. Infopeople workshops are offered around the state and are open registration on a first-come, first-served basis.
For a complete list of workshops, and for other information about the project, go to the Infopeople website at infopeople.org.
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Introductions
• Instructor
• Participants– Name– Library– Position– Your Interests, Telling A (Convincing) Lie
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Overview
• Influencing, Convincing, Persuading
- definitions, tactics, & ethics
• Resistance to Change
• Generating Compliance
• Strategies for Making a Persuasive Case
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What’s the Difference?
Influencing
Convincing
Persuading
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Strongly Opposed
Mod.Opposed
Slightly Opposed
Neutral Slightly in Favor
Mod. in Favor
Strongly in Favor
Degrees of Persuasion
Persuasion involves any movement by the other from left to right.
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16 Tried & True Influence Tactics
• Marwell & Schmitt’s 1976 classic taxonomy
• See Tip Sheet!
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Ethics of Influence & Persuasion• Define ethics?
• Right vs. wrong?
• What moral principles guide you?
• How do you usually strike a balance:– What you want?– What is ethical?– Desired outcome?
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Exercise #2
I Was Appreciated – How Leaders Influence
Others Through Acknowledgement
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For Discussion
• What did you learn?
• How do leaders spread positive
influence? Negativity?
• What impact does gratitude have on your performance? Self-esteem?
• How can you tell gratitude is sincere?
• Opportunities for using influence to motivate others?
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BREAK TIME
• Please return on time, Thanks!
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Types of Resistance to Change• General resistance
– I don’t want to– I’m too busy
• Specific resistance– It’s too expensive– It’ll take too much time
• Passive-aggressive resistance– Whatever
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Exercise #3
“Clasp Your Hands”Resistance to Change
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Exercise #4
“We don’t do that at our library”
Resistance to Change
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Countering Resistance• Accept as part of process
• Uncover reasons
• Address resistance – Logic– Humor– Challenge– 9 Laws of Persuasion
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9 Laws of Persuasion
• Hogan (2007)
• See Tip Sheet.
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Exercise #5
Convincing OthersGetting to Yes
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For Discussion
• What did you learn?
• More difficult to persuade, or
to resist? Why?
• How can you use win-win thinking to be persuasive?
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Think & Act “Win-Win”
• Identify & satisfy underlying needs
• Look out for yourself & other
• Actively seek & create wins
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Words that InfluenceBe positive
– Let me find out…– What I can do is…– Would you please…
Be curious– Please tell me more…
Beware influence destroyers– See Tip Sheet!
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More Power Words
• Next time…
• Instead…
• Despite…
• Satisfy…
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22
LUNCH TIME
• Please return on time, Thanks!
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LEAPS for Voluntary ComplianceListen
Empathize
Ask
Paraphrase
Summarize
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Effective Listening
DO’S• Pay attention• Listen actively• Invite talk• Open mind• Supportive • Show acceptance
& understanding• Note NV cues
DON’TS
• Rush to fill silences
• Be defensive
• Forget to listen for feelings
• Hesitate to clarify
• Glaze over
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Active Listening Techniques
• Encouraging– “I see…”
• Restating– “If I understand, your idea is…”
• Reflecting– “You were pretty upset by…”
• Summarizing– “These seem to be key ideas you’ve expressed…”
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Another Simple Compliance Technique
• Influence through expressions of gratitude & praise.
• Remember power of please & thank you
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Exercise #6
Thank -You Notes
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For Discussion• What did you learn?
• Was this easy or not, & why?
• What impact will notes have?
• How can writing thank-you notes inspire & motivate others?
• How can this become a habit?
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Nonverbal Communication & Persuasion
• Types of NV communication (See Tip Sheet)
• Importance of congruence
• Messages of sincerity
• Remaining outwardly calm
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Exercise #7
Analyzing Video Clips
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Presenting Main Points to Convince Others
• Building credibility
• Using evidence
• Reasoning
• Appealing to emotions
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Powerful Presentation Techniques
• Place strongest points…– First (primacy)– Last (recency)
• Deal with opposing arguments• 4 Elements - persuasive case• Strategic considerations
– See Tip Sheet on Persuasive Techniques & Leadership Principles
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Exercise #8
Practicing Persuasion
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For Discussion
• What did you learn?
• Characteristics of most persuasive speeches?
• What would you have done with more time? With Web access?
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Conclusion & More Information
• Area of continuous improvement
• Well worth it!
• For more information, see bibliography