Selling Your Ideas in the Absence of Authority

Download Selling Your Ideas in the Absence of Authority

Post on 12-Feb-2016

31 views

Category:

Documents

0 download

DESCRIPTION

Selling Your Ideas in the Absence of Authority. Elaine Seat, PhD, PE elaine.seat@circlespring.com. Objectives. At the end of this session you will: Understand how people gain power What you can do to influence others Get a plan of strategies for starting to get power and influence. - PowerPoint PPT Presentation

TRANSCRIPT

  • Selling Your Ideas in the Absence of AuthorityElaine Seat, PhD, PEelaine.seat@circlespring.com

  • ObjectivesAt the end of this session you will:

    Understand how people gain power

    What you can do to influence others

    Get a plan of strategies for starting to get power and influence

  • Session OutlineUnderstanding where power comes fromUnderstanding what power and influence are and are notUnderstanding which influence tactics workCharacteristics/traits/behaviors that work and dont workGetting a plan to improve your own personal influence

  • What Is Power?Power is the potential to influence behavior

    Power is all about relationships and the dependence between people

  • Why Power MattersPeople who have POWER and use it effectively;attain desired jobs more quicklymake more money- are promoted more quickly

  • Power and Influence MythsPower & Influence are inherently slimyRationality is the best form of influencePower stems solely from ones positionInvolving others & sharing power weakens your own positionFirst impressions & good manners are old fashioned

  • Types of PowerExpertConnectionLegitimateRewardCoerciveInformationReferent

  • Influence TacticsIngratiationConsultationExchangeInspirationPersonal Appeal

    PressureLogic (Rational Persuasion)LegitimizingCoalition

  • Understanding Your PowerPositionPersonalPowerSource

    Types of PowerLegitimateRewardCoerciveConnectionInformationExpertReferentInfluenceTacticsLegitimi-zationExchangePressureCoalitionsRationalPersuasionRationalPersuasionInspirationalAppealConsultationPersonalAppealRationalPersuasionIngratiation

  • Consequences of Influence Tactics

    Tactic (in order of use)Resistance Outcome %Compliance Outcome %Commitment Outcome %Rational Persuasion473023Pressure56413Personal Appeal253342Exchange244135Ingratiation412831Coalition53443Legitimizing44560Consultation182755Inspirational Appeal01090

  • Six Characteristics that DerailInsensitive to others, abrasive, intimidatingCold, aloof, arrogantBetraying Others trustOverly ambitious, playing politics & always trying to move upUnable to delegate or team buildOver-dependent on others (e.g. a mentor)

  • Five Qualities for PromotionAttractivenessConscientiousnessExtraordinary Personal EffortPersonal legitimacyAgreeable-ness

  • Do Looks Really Matter?

  • Five Skills for Gaining PowerIntroducing OthersFirst ImpressionsBeing an ExpertSocial NetworkingBuild your interpersonal skills

  • The Spiderweb

  • The Spiderweb

  • The Spiderweb

  • The Spiderweb

  • The Spiderweb

  • Social NetworkingHave a positive outlook on asking for help and soliciting supportGo beyond work and be active in other groupsManage the contacts you makeBe a Friend support others

  • The Bottom LineHaving Influence is about:- valuing both emotion and the task- getting to know lots of people- getting your part done well & on time- seeing the world as a place of abundance instead of scarcity- making your engineering know-how be one of a many tools in your toolbox

  • Getting your own PlanList 3 personal characteristics you have that are a plus with your P&IList 3 personal characteristics you have that hinder your P&IOf the 3 that hinder, which one are you most willing to change?What specifically are you going to do differently? When will you start?

  • Summary of Key PointsP&I are what enable to you make a differenceRelationships and learning the skills to build relationships are importantYou can learn skills that will help you achieve P&I

  • *Selling Your Ideas in the Absence of Authority

    Story:As I kept reading the Management Literature, I understood more and more about what I had seen playing out in who seemed to get what they wanted.

    I want to share information that with you.

    *What is getting promoted really about? Its about Power and Influence. So what we are really talking about today is:

    How do you gain Power?How do I influence?

    And How Do I parlay these into the position I want?

    **Talk about what this means Why is Dependence the main driver in Power?

    Because if you can make someone do something, then you have power over them. If someone needs something then the owner of that thing has power over them.

    We create this dependence thru Rewards, wanting to be associated with someone or a group, or having knowledge that is needed (the IT department), or disciplinary actions

    Power does not guarantee influence

    It is true that it is who you know that gets you a position, but the research suggests that the who you know comes from weak ties instead of strong ties. In other words, people ultimately get jobs thru the friend of a friend.

    **Powerful managers not only can accomplish more personally, but can also pass along more information and make more resources available to subordinates.

    *Table 6.2 from Baldwin

    Resistance influence target is opposed to carrying out requests and will resist accomplishing what is being requested

    Compliance influence target is willing but not enthusiastic. Does only what is required and nothing more

    Commitment agrees with request; will do with energy; will often go beyond what is requested

    Ingratiation Trying to get someone in a good mood before making a request

    The most frequently used tactics are the least effective.

    Emotional appeals work because there is both a rational and emotional component.

    Research suggests that most managers generally invest most of their influence efforts on the rational aspect even though emotional elements most often lead to change.

    *What kind of power do you have?When do you use influence tactics where you dont really have any power?

    Table 6.2 from Baldwin

    Resistance influence target is opposed to carrying out requests and will resist accomplishing what is being requested

    Compliance influence target is willing but not enthusiastic. Does only what is required and nothing more

    Commitment agrees with request; will do with energy; will often go beyond what is requested

    Ingratiation Trying to get someone in a good mood before making a request

    The most frequently used tactics are the least effective.

    Emotional appeals work because there is both a rational and emotional component.

    Research suggests that most managers generally invest most of their influence efforts on the rational aspect even though emotional elements most often lead to change.

    *Table 6.2 from Baldwin

    Resistance influence target is opposed to carrying out requests and will resist accomplishing what is being requested

    Compliance influence target is willing but not enthusiastic. Does only what is required and nothing more

    Commitment agrees with request; will do with energy; will often go beyond what is requested

    Ingratiation Trying to get someone in a good mood before making a request

    The most frequently used tactics are the least effective.

    Emotional appeals work because there is both a rational and emotional component.

    Research suggests that most managers generally invest most of their influence efforts on the rational aspect even though emotional elements most often lead to change.

    *From CCLs longitudinal study of managers*Discuss how these are within your control*Attractiveness and its impact from childhoodWhat is attractive?How do you stackup>*

    Fundamental skills that position you

    Attach to power

    Introducing Others: connectionFirst Impressions: Legitimate, ReferentExpert: Talk about difficulties of ExpertSocial Networking: ConnectionInterpersonal Skills: Cut across all of them

    *Heres you and heres the people you know. And, some of them know each other. You know them at work, play, professional organizations, church, neighbors and every where.

    *And each of them has a web of acquaintances.

    *In Your web, you know a lot of people, but youve been working on a project for Habitat for Humanity. Youve been showing up and doing what you said youd do.April is a friend from work and is working on the Habitat project also. Youve really escalated your friendship with this project.

    *April is also active in her local ASME chapter. She and Dan have pulled off a young engineers event for the past three years . Over dinner at a section meeting, April hears her friend Dan say that he needs a new program manager. You come to mind she is happy to recommend you b/c shes seen you in action and Dan is excited to hear about you because hes seen Aprils judgment. Its not just making friends, its about building trust.

    Your next opportunity most likely doesnt come from someone you know it comes from someone that knows someone else and brings up your name.

    **Talk about the spider web.*****