The Journey to Yes

by Alla Zollers on Apr 03, 2011

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Presented at the 2011 IA Summit. ...

Presented at the 2011 IA Summit.

There is a common issue facing designers across all sectors and cultures; an issue that this profession has been struggling with since the beginning – getting stakeholder buy-in. Whether it’s the use of a specific tool to help define a given end state or trying to shift a rigid process to a more flexible and creative solution, designers seemingly have to battle more often than not to get support for their approaches and solutions to both small and large scale design issues.

This presentation addresses ways that designers can sharpen their skills and start their journey to yes.

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The Journey to Yes — Presentation Transcript

“Im Starting With The Man In The Mirror Im Asking Him To Change His Ways And No Message Could Have Been Any Clearer If You Wanna Make The World A Better Place (If You Wanna Make The World A Better Place) Take A Look At Yourself, And Then Make A Change”- Michael Jackson, Man in the Mirror

The Journey to YesPresented by Alla Zollers & Jeff ParksIA Summit 2011

Inﬂuence

“The conductor doesn’tmake a sound - he dependsfor his power on his ability tomake other people powerful!I realized my job was toawaken possibility in otherpeople... Who am I beingthat my players eyes are notshining?”Benjamin ZanderTED

Everyone wants to feel thatthey are valued, and thatthey are valuable to theprocess

“...humans are creatures whospend their lives trying toconvince themselves theirexistence is not absurd.”Albert CamusExistentialist Philosopher on CognitiveDissonance

We are emotional creatures,not rational ones.

How do we inﬂuence?

Monkey See. Monkey Feels!We want to relate to each other.because we are homo-empathicus.

Model the behavior you want to see,others will naturally mirror it.

Be aware of how you are perceived by others

“People don’t buy ‘what’ you do. People buy ‘why’ you do it!” Simon Sinek: How great leaders inspire action TED

Appeal to emotions, start with the “why”

Slow Down, Listen, Question for Clarity

Create an Empathic Corporate Culture Everyone experiences a sense of individuality and self-expressionThere is an ability to reason There is a capacity to express and exchange compassion to develop close ideas with others. Sense of relationships Value There is a drive towards A way of reacting with spontaneity, actions, self-expression integrity, and integration exists. and creative experiences.

Resistance

Resistance is an emotional process

Resistance is discomfort expressed indirectly

Manage Resistance Identify it Name it Wait

Identify it: Use your ownfeelings as a gauge

Name it:Resistance has many faces

Name it: Resistance has many facesLook for concernsabout control and vulnerability

Wait:Leave room for the response

“Authentic behaviorwith a client meansyou put into wordswhat you areexperience with theclient as you work.This is the mostpowerful thing youcan do to have theleverage you arelooking for and theto build clientcommitment”Peter BlockFlawless Consulting

Reconcile

Reconcile instead of compromise

FoggingNegative AssertionBroken RecordSelf-Disclosure

We are emotional

We are emotionalWe want to belong andbe valued

We are emotionalWe want to belong andbe valuedResistance is natural

We are emotionalWe want to belong andbe valuedResistance is naturalDon’t take it personally

We are emotionalWe want to belong andbe valuedResistance is naturalDon’t take it personallyBe authentic and assertive

We are emotionalWe want to belong andbe valuedResistance is naturalDon’t take it personallyBe authentic and assertiveThis is a lifelong journey

Thank you! Go Get ‘Em!Alla: azollers@gmail.com@azollersJeff: jefferyparks@gmail.com@jeffparks

The Journey to Yes

by Alla Zollers on Apr 03, 2011

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The Journey to Yes — Presentation Transcript