Influencing negotiating and persuading

Influencing and Persuading

Why are these skills so important (now)?
Change:
Post election environment
New localism, public funding cuts, welfare reform, ‘power to the people’ & freedoms and flexibilities
Fundamental implications for our organisations, people and communities
Intrinsic to how we build capacity and empower
New way…of everything

Fight or flight?
Change: Love it or hate it, it’s a constant
Need package of skills, all of which embody ability to influence and shape a new agenda
Adaptability. Agility. Resilience. Energy. Entrepreneurialism. Creativity. Resourcefulness
Compelling evidence and vision
Thought leadership
Opinion forming
Rational and emotional intelligence
‘ new way’ will mean different context, different partners, different delivery…different slant.

So what do I know?
Various roles and contributions over the years
Battle tested but still smiling
Learned a lot… and still learning
Leadership is key
Be the change you want to see
Pause. Reflect
Sit back, listen and think.
Gravitas and passion

2
Influencing is not lobbying
The power of inference & suggestion
Assertion not aggression
Build consensus not engage in conflict
Passion v obsession (don’t overplay strengths!)
Self awareness – seek feedback
Trust
Under-state criticism and regular praise
Not how people behave, its how you treat them

Don’t believe the hype!
Conventional thinking rates ‘experience’ as most desirable
(More important is the ability to bring people together to deliver a common goal)
Live to work
‘ safe pair of hands’? (What flavour ice-cream are you?)
Intuition – never shy away from emotional stuff
Challenge is healthy
‘ People are talking’
Management is a specialist skill

Leadership is key
Transformational powers
Not necessarily of staff or teams – many different types
No great mystery, art or science!
Just be you – people person
Micro-management has no place in influencing
Time or talent?
Lead from back or middle – doesn’t have to be front
Set outcomes but don’t prescribe methodology
Outcomes not process
Have a go v getting fingers burned
Optimism
Courage

Because…
Builds consensus around issues
Means you shape an agenda
Take people with you & inspire them to achieve
Gains co-operation
Its okay to be liked
People usually know what the right thing to do is – don’t need ‘showing’
Increases productivity, dynamism and helps unlock potential
Whole is greater than sum of its parts

Hearts and Minds
Reason – mind/logic
Affection – heart
Intuition – gut feel
Desire - passion

Examples
Torfaen ‘the early years’ … GRIT
Section 106 Agreements & private sector … MAGNAMINITY
Blenheim Square … BELIEF & SUPPORT
National policy shaping … KNOWLEDGE
Digital inclusion … PUSHING BACK BOUNDARIES
‘ Measuring the Impact’… CHALLENGE
Professional life and personal - BALANCE

My top 10 tips
Know your stuff inside and out
Show people where their contribution fits
Create a sense of momentum
Communicate clearly
Big picture but devil in detail
Know the boundaries, then push them back
Find a champion
Verbs more important than nouns
Seize the day, but don’t take yourself too seriously
Show integrity – good faith is hard to knock

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Influencing negotiating and persuading

by eohart on Jun 15, 2010

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Influencing negotiating and persuading — Presentation Transcript