leadership programme 2012 session 6: influence mark eyre – brilliant futures
TRANSCRIPT
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Leadership Programme 2012Session 6: Influence
Mark Eyre – Brilliant Futures
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Check in
• How are you feeling?
• What did you learn from your success criterion coaching conversation?
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Session outcomes
• Understand different influencing approaches, and when to use them.
• Practice different influencing styles
• Prepare for a ‘real life’ influencing scenario
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Session agenda
• An influence model
• ‘Push’ and ‘pull’ approaches
• Non-verbal behaviour
• Practical session
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Influence Model
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Asserting
• Gut based, asserting your will
• Statement of what you want to do yourself, or what you want another to do
• Could you... I’d like... I want... I demand
• Firm tone of voice
• Strong body language
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Proposing
• Head-based, rational
• Open to influence on rational grounds
• I propose, think, suggest, recommend, strongly recommend that... My reasons for this are...
• Use when you have data, evidence or opinion, and situation is open to logic
• Tone of voice – calm, even paced
• Body language controlled
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Empathising
• Active listening and exploring
• Open ended questions to clarify position
• Non-judgmental
• Reflect back and summarise
• Warm tone of voice
• Body language – open / relaxed, warm eye contact
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Disclosing
• Sharing experience that may be helpful to another
• Anecdotes, stories
• Builds trust when relevant and genuine
• When done appropriately, it encourages openness in return
• Open body language
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Exercise – My strengths & challenges
• Complete individually first, using the questionnaire
• Discuss results in twos and threes
I will act as timekeeper!
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Influencing skills practice session
• Focus on asserting and empathising
• Experiment & have fun!
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Asserting exercise• In pairs / trios, each to take turn
• Part 1 – “I want you to take a step back”. Receiver takes small step back if influenced
• Give speaker brief assertive feedback, then repeat several times
• Part 2 – “I have a loud enough voice to influence assertively”
• Give speaker thumb down, thumb up, thumb over feedback
• Repeat, turning up the volume until seen as aggressive
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Empathising exercise
• In pairs / trios
• Speaker takes issue they want to talk about, from the list or their own issue
• Empathiser’s role is to empathise – listening, clarifying questions, summarising. No conversation, opinions or sympathy!
• Feedback at end – how it felt to listen / be listened to
• Repeat, taking turns
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Scenario planning
• Using questionnaire checklist, plan for influencing situation at work
• Identify appropriate influencing style(s)
• Chat to neighbour if time permits
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Homework for session 7
• Analyse your influencing performance in the scenario you’ve just planned – record in learning journal
• Discuss your findings with your coach
• Using the scenario planning approach, identify opportunities to influence in the future
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The End