Influence.and.authority

Inﬂuence and Authority:Using Your Personal Power to Get Things Done Johanna Rothman New: Manage Your Project Portfolio: Increase Your Capacity and Finish More Projects @johannarothman www.jrothman.com jr@jrothman.com 781-641-4046

Verbal PersuasionBuild rapport Let’s build rapport together, right now. Build rapport with the person next to you. Take one minute, and then you tell me what you did What did you do? 8 © 2012 Johanna Rothman

Congruent Inﬂuence (Laborde)1. What is the speciﬁc outcome that you want?2. Be positive.3. Stay in the moment; Listen and watch for the sensory data.4. Can you make your desires match those of the other person?5. Look for short-and long-term objectives. 9 © 2012 Johanna Rothman

Patterson’s Inﬂuence Model Motivation Ability Make the UndesirablePersonal Surpass Your Limits Desirable Find Strength in Social Harness Peer Pressure Numbers Design Rewards and Change theStructural Demand Accountability Environment 17 © 2011 Johanna Rothman

Personal MotivationAll motivation is intrinsic“Try it, you’ll like it”Make the undesirable desirable with small goals and feedback Simulations and games Logic does not workWhen we set our own goals and are able to meet them,we feel fulﬁlled 18 © 2012 Johanna Rothman

What You Can DoMotivational interviewing Link your desires to something that would be an intrinsic motivator for the other person What would be something intrinsically “right” for the other person? 19 © 2012 Johanna Rothman

Harness Peer PressureThe power of the right one Enlist opinion leaders Become an opinion leaderOpinion leaders are knowledgeable and trustworthy They are accessible and speak their minds 22 © 2012 Johanna Rothman

Change the EnvironmentInsanity: doing the same thing over and over again andexpecting different results -- EinsteinIf you leave the environment the same way, how can youchange? Change the environment so you don’t have a choice 26 © 2012 Johanna Rothman

For Your Reading PleasureLaborde, Genie Z. Inﬂuence withIntegrity. Crown House Publishing.Wales, 1998.Pfeffer, Jeffrey. Power: Why SomePeople Have it and Others Don’t.HarperBusiness. 2010.Patterson, Kerry and many others.Inﬂuencer:The Power to ChangeAnything. McGraw Hill. 2007 29 © 2012 Johanna Rothman

Let’s Stay in TouchTons more on jrothman.comIf you’d like me to stay in touch with you, give me yourcard, sign up for my email newsletter with the yellowform, or email me to sign you up.Please invite me to connect with you on LinkedIn 30 © 2012 Johanna Rothman

Influence.and.authority

by Johanna Rothman on Jun 18, 2012

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