Self management the-influence_edge_model
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Self management the-influence_edge_model

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

    • The Influence Edge
    • Why Influencing Skills?
    • Why Influencing Skills?Influencing skills are important, evenif you don’t have clear authority.
    • Why Influencing Skills?Success depends on the ability toinfluence those over whom you haveno direct control.
    • Why Influencing Skills?Influencing skills can help you getinformation or persuade people.
    • Why Influencing Skills?• Finish work faster
    • Why Influencing Skills?• Finish work faster• Reduce conflict
    • Why Influencing Skills?• Finish work faster• Reduce conflict• Relieve stress
    • Why Influencing Skills?• Finish work faster• Reduce conflict• Relieve stress• Demonstrate that you’re a team player
    • Why Influencing Skills?• Finish work faster• Reduce conflict• Relieve stress• Demonstrate that you’re a team player• Be a better negotiator
    • Influence Situations
    • Influence SituationsYou need information to accomplish agoal.
    • Influence SituationsYou need management support.
    • Influence SituationsYou need the help of an expert.
    • Influence SituationsSomeone resists your idea after youpresented it in a logical, rational way.
    • Fundamental Factors
    • Fundamental Factors• Your Goal
    • Fundamental Factors• Your Goal• The Other Person
    • Your Goal
    • Your Goal• Know who you have to influence
    • Your Goal• Know who you have to influence• Give yourself a time frame
    • Your Goal• Know who you have to influence• Give yourself a time frame• Know what you want
    • Your Goal• Know who you have to influence• Give yourself a time frame• Know what you want• State the goal in positive terms
    • 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
    • Your Goal• Determine your mindset
    • Your Goal• Determine your mindset• Check any assumptions you are making
    • Your Goal• Determine your mindset• Check any assumptions you are making• Look at the situation objectively
    • Your Goal• Determine ways the other person needs you
    • Your Goal• Determine ways the other person needs you• Find someone who has been successful in a similar situation
    • The Other Person
    • The Other Person• Determine what you can do to make it easier for the other person
    • The Other Person• Determine what you can do to make it easier for the other person• Put yourself in the other person’s shoes
    • 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
    • Fundamental FactorsAfter consideration of the goal andthe other person, decide what energieswould be most useful in your situation.
    • Push Energy
    • Push EnergyPush Energy is direct, forceful andpersuasive.
    • Push EnergyPush Energy gets people to changetheir course of action.
    • Push EnergyUse when:• You know what you want
    • Push EnergyUse when:• You know what you want• You have good reasons to build a case
    • Push EnergyUse when:• You know what you want• You have good reasons to build a case• You need a more direct approach
    • AssertState clearly and directly what youwant.
    • SuggestMake clear suggestions that arerelevant to the situation.
    • Provide RationaleProvide reasons or benefits thatinterest the other person.
    • Identify ConsequencesIdentify what may happen if the otherperson doesn’t do what you ask.
    • Pull Energy
    • Pull EnergyPull Energy is inclusive and involving.
    • Pull EnergyPull Energy helps the other person seealternatives.
    • Pull EnergyUse when:• You want to build a relationship
    • Pull EnergyUse when:• You want to build a relationship• You need the involvement of others
    • Pull EnergyUse when:• You want to build a relationship• You need the involvement of others• You require additional information
    • Open-Ended QuestionsAsk questions to gather information,and to find out what the other personis thinking.
    • Open-Ended QuestionsEncourage the involvement of theother person.
    • Focused QuestionsAsk questions that help the otherperson focus on alternatives.
    • SummarizeSummarize what the other person hassaid, so you can clarify issues anddemonstrate understanding.
    • DiscloseDisclose information that helps buildtrust.
    • Push/Pull Energy
    • Push/Pull EnergyPush/Pull is a blend of both Push andPull energies.
    • Push/Pull EnergyUse when:• You need to address conflict
    • Push/Pull EnergyUse when:• You need to address conflict• You want to create breakthrough results
    • Push/Pull EnergyUse when:• You need to address conflict• You want to create breakthrough results• You want to provide meaningful exchanges
    • Offer IncentivesOffer incentives to make it easier forthe other person to do what you areasking.
    • Highlight CommonalitiesHighlight goals, values and positionsthat are similar and different.
    • Create a VisionCreate a positive vision of what mighthappen if the other person does whatyou want.
    • The Influence Edge