This document provides an overview of strategies and techniques for influencing others without direct authority. It discusses the importance of choice, intentionality, and trust (C.I.T.) in building influence. Various models and approaches are presented for mapping networks, gaining insights, and increasing one's level of influence through credibility and perception of value. Case studies and activities are used to illustrate concepts like leading meetings, gaining buy-in for initiatives, and using feedback to improve interpersonal skills.
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Influence without Authority
1. Sample Set for illustration purposes only.
Influence without Authority
Getting results through
trust, planning, & respect
McGurer and Associates Inc.
Executive Coaching • Educational Consulting
“Where experience makes the difference”
Website: www.mcgurer.com
2. G.P.S.™
Goal Producing Strategy
What I will Learn What I will do What are the
with what I business results I will
learn be impacting?
Influence Without Authority
7. Case Study: Justin Steps Up
Requirements Justin’s Attributes
Sort reams Attention to
of data detail
Coordinate Leadership &
w/Inspectors organizational
& mgt skills
Energy &
Long hours
Interest
Influence Without Authority
8. Activity: House of Cards
• Each team must build a “House.”
– You will have 10 minutes
– Houses should be able to withstand slight breezes
or table movement
• Use only the cards and tape provided
• Teammates can speak ONLY to the Leader--
not to each other
Influence Without Authority
13. Timing: Put Time on Your Side
Especially for “bad news” sooner is always better.
(Don’t cry wolf but don’t wait until the last minute either.)
• Build a case of evidence-even if it’s preliminary
• Allow time for people to “catch up” to you:
1. Shoot at it
2. Explore it
3. Contribute to it
4. Accept it
• Allow time for incremental steps to be taken toward a
solution
Influence Without Authority
14. Fairness
• Go beyond the logical perspective
– Offer reasons
– Explain how a conclusion was reached
– Communicate why an option is fair
• Give others a voice and involve them in the process
– If people feel they are heard and that the process is fair, they
are happier with the outcome
– If you are perceived as being fair and open, people are more
receptive to you
– Behavior change often drives attitude change
Influence Without Authority
15. Walk like the Ducks
Personality How to Respond
1. Forceful 1. Speak with conviction
2. Brusque 2. Be brief
3. Down to Earth 3. Use practical examples
4. Concerned 4. Provide reassurance, not
5. Perfectionist problems
6. Charming 5. Show how loose ends are tied
up
7. Sensitive/insecure
6. Enjoy their chit-chat
7. Don’t draw attention to their
shortcomings. Provide data on
the right way to go.
Influence Without Authority
16. H.O.C. Aggregate Feedback
During the activity, I felt this person was most
focused on:
Perception of Focus
0%
18%
82%
Achieving his/her personal objectives
Keeping his/her personal objectives hidden from the team
and/or the leader
Achieving the team's goal of building the house
Influence Without Authority
17. H.O.C. Aggregate Feedback
• Trustworthy 8.9
10
How much did you trust 7.8
this person during the 8
activity? 6
• Trusting 4
How much do you feel
2
this person trusted you
during the activity? 0
Trustworthy Trusting
Influence Without Authority
18. www.mcgurer.com
McGurer and Associates Inc.
Executive Coaching • Educational Consulting
Pick to Click for further reading
“Where experience makes the difference”
Website: www.mcgurer.com