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Influencing Mdn

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Short Presentation By Hillary Robertson for management Development Network event

Short Presentation By Hillary Robertson for management Development Network event


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  • 1. How to influence Hilary Robertson Double Loop Development
  • 2. Power Level of interest Possible collaborators Disinterested powerless Key influencing targets Interested powerless
  • 3.
    • 7 influencing strategies
    • Reason
    • Friendliness
    • Bargaining
    • Insistence (assertiveness)
    • Coalition
    • Higher authority
    • Sanctions (& rewards)
  • 4.  Reason Coalition Friendliness Bargaining Insistence Higher authority (no sanctions)
  • 5.  Reason Insistence Friendliness Coalition Bargaining Higher authority Sanctions
  • 6.  Friendliness Reason Bargaining Insistence Higher authority Sanctions Coalition
  • 7. Source: Huczynski (2004) Focus Appeal Emotional Self Others Friendliness Higher authority Rational Insistence Sanctions Reason Bargaining Coalition
  • 8.
    • Reason
    • Bargaining
    • Friendliness
    Insistence Coalition Sanctions Higher authority 1st 2nd
  • 9. 5 main decision-making styles
    • Followers
    • Charismatics
    • Sceptics
    • Thinkers
    • Controllers
  • 10. Influencing model
    • Propose
    • Reason
    • Other views
    • Examples
    • Propose
  • 11. Thank you Questions? hilary.robertson @ doubleloopdevelopment.co.uk
  • 12. Further reading
    • Huczynski, A. (2004), Influencing in Organisations , second edition, Routledge, Abingdon.
    • Kipnis, D., Schmidt, S. M. and Wilkinson, I. (1980), “Intra-organisational influence tactics: explorations in getting one’s way”, Journal of Applied Psychology, 65(4) pp 440-452.
    • Sillince, J. A. A. (2002), “A model of the strength and appropriateness of argumentation in organisational contexts”, Journal of Management Studies, 39(5), pp 585-618.
    • Williams, G. A. and Miller, R. B. (2002), “Change the way you persuade”, Harvard Business Review, 80(5), pp65-73 .
  • 13.
    • You are project managing the introduction of a new minor injuries service. There has been much debate about its location. Seven options were explored and three are being put forward.
    • You believe one of the options is a poor choice and another is better, based on patient surveys and feedback.
    • How would you go about influencing this decision?