Self management the-influence_edge_model
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Self management the-influence_edge_model Presentation Transcript

  • 1. The Influence Edge
  • 2. Why Influencing Skills?
  • 3. Why Influencing Skills?Influencing skills are important, evenif you don’t have clear authority.
  • 4. Why Influencing Skills?Success depends on the ability toinfluence those over whom you haveno direct control.
  • 5. Why Influencing Skills?Influencing skills can help you getinformation or persuade people.
  • 6. Why Influencing Skills?• Finish work faster
  • 7. Why Influencing Skills?• Finish work faster• Reduce conflict
  • 8. Why Influencing Skills?• Finish work faster• Reduce conflict• Relieve stress
  • 9. Why Influencing Skills?• Finish work faster• Reduce conflict• Relieve stress• Demonstrate that you’re a team player
  • 10. Why Influencing Skills?• Finish work faster• Reduce conflict• Relieve stress• Demonstrate that you’re a team player• Be a better negotiator
  • 11. Influence Situations
  • 12. Influence SituationsYou need information to accomplish agoal.
  • 13. Influence SituationsYou need management support.
  • 14. Influence SituationsYou need the help of an expert.
  • 15. Influence SituationsSomeone resists your idea after youpresented it in a logical, rational way.
  • 16. Fundamental Factors
  • 17. Fundamental Factors• Your Goal
  • 18. Fundamental Factors• Your Goal• The Other Person
  • 19. Your Goal
  • 20. Your Goal• Know who you have to influence
  • 21. Your Goal• Know who you have to influence• Give yourself a time frame
  • 22. Your Goal• Know who you have to influence• Give yourself a time frame• Know what you want
  • 23. Your Goal• Know who you have to influence• Give yourself a time frame• Know what you want• State the goal in positive terms
  • 24. Your Goal• Know who you have to influence• Give yourself a time frame• Know what you want• State the goal in positive terms• Determine if someone else is involved
  • 25. Your Goal• Determine your mindset
  • 26. Your Goal• Determine your mindset• Check any assumptions you are making
  • 27. Your Goal• Determine your mindset• Check any assumptions you are making• Look at the situation objectively
  • 28. Your Goal• Determine ways the other person needs you
  • 29. Your Goal• Determine ways the other person needs you• Find someone who has been successful in a similar situation
  • 30. The Other Person
  • 31. The Other Person• Determine what you can do to make it easier for the other person
  • 32. The Other Person• Determine what you can do to make it easier for the other person• Put yourself in the other person’s shoes
  • 33. The Other Person• Determine what you can do to make it easier for the other person• Put yourself in the other person’s shoes• Try to determine the other person’s mindset
  • 34. Fundamental FactorsAfter consideration of the goal andthe other person, decide what energieswould be most useful in your situation.
  • 35. Push Energy
  • 36. Push EnergyPush Energy is direct, forceful andpersuasive.
  • 37. Push EnergyPush Energy gets people to changetheir course of action.
  • 38. Push EnergyUse when:• You know what you want
  • 39. Push EnergyUse when:• You know what you want• You have good reasons to build a case
  • 40. Push EnergyUse when:• You know what you want• You have good reasons to build a case• You need a more direct approach
  • 41. AssertState clearly and directly what youwant.
  • 42. SuggestMake clear suggestions that arerelevant to the situation.
  • 43. Provide RationaleProvide reasons or benefits thatinterest the other person.
  • 44. Identify ConsequencesIdentify what may happen if the otherperson doesn’t do what you ask.
  • 45. Pull Energy
  • 46. Pull EnergyPull Energy is inclusive and involving.
  • 47. Pull EnergyPull Energy helps the other person seealternatives.
  • 48. Pull EnergyUse when:• You want to build a relationship
  • 49. Pull EnergyUse when:• You want to build a relationship• You need the involvement of others
  • 50. Pull EnergyUse when:• You want to build a relationship• You need the involvement of others• You require additional information
  • 51. Open-Ended QuestionsAsk questions to gather information,and to find out what the other personis thinking.
  • 52. Open-Ended QuestionsEncourage the involvement of theother person.
  • 53. Focused QuestionsAsk questions that help the otherperson focus on alternatives.
  • 54. SummarizeSummarize what the other person hassaid, so you can clarify issues anddemonstrate understanding.
  • 55. DiscloseDisclose information that helps buildtrust.
  • 56. Push/Pull Energy
  • 57. Push/Pull EnergyPush/Pull is a blend of both Push andPull energies.
  • 58. Push/Pull EnergyUse when:• You need to address conflict
  • 59. Push/Pull EnergyUse when:• You need to address conflict• You want to create breakthrough results
  • 60. Push/Pull EnergyUse when:• You need to address conflict• You want to create breakthrough results• You want to provide meaningful exchanges
  • 61. Offer IncentivesOffer incentives to make it easier forthe other person to do what you areasking.
  • 62. Highlight CommonalitiesHighlight goals, values and positionsthat are similar and different.
  • 63. Create a VisionCreate a positive vision of what mighthappen if the other person does whatyou want.
  • 64. The Influence Edge