influencing mdn
DESCRIPTION
Short Presentation By Hillary Robertson for management Development Network eventTRANSCRIPT
How to influence
Hilary RobertsonDouble Loop Development
Power
Level of interest
Possible collaborators
Disinterested powerless
Key influencing
targets
Interestedpowerless
7 influencing strategiesReason
Friendliness
Bargaining
Insistence (assertiveness)
Coalition
Higher authority
Sanctions (& rewards)
ReasonCoalitionFriendlinessBargainingInsistenceHigher authority(no sanctions)
Reason
Insistence
Friendliness
Coalition
Bargaining
Higher authority
Sanctions
FriendlinessReasonBargainingInsistenceHigher authoritySanctionsCoalition
Focus
Appeal
Emotional
Self Others
FriendlinessHigher
authority
RationalInsistenceSanctionsReason
BargainingCoalition
Source: Huczynski (2004)
Reason
Bargaining
Friendliness
Insistence
Coalition
Sanctions
Higher authority
1st
2nd
5 main decision-making styles
Followers
Charismatics
Sceptics
Thinkers
Controllers
Influencingmodel
Propose
Reason
Other views
Examples
Propose
Further readingHuczynski, A. (2004), Influencing in Organisations, second edition, Routledge, Abingdon.
Kipnis, D., Schmidt, S. M. and Wilkinson, I. (1980), “Intra-organisational influence tactics: explorations in getting one’s way”, Journal of Applied Psychology, 65(4) pp 440-452.
Sillince, J. A. A. (2002), “A model of the strength and appropriateness of argumentation in organisational contexts”, Journal of Management Studies, 39(5), pp 585-618.
Williams, G. A. and Miller, R. B. (2002), “Change the way you persuade”, Harvard Business Review, 80(5), pp65-73.
You are project managing the introduction of a new minor injuries service. There has been much debate about its location. Seven options were explored and three are being put forward. You believe one of the options is a poor choice and another is better, based on patient surveys and feedback. How would you go about influencing this decision?