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Influencing Mdn
 

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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    Influencing Mdn Influencing Mdn Presentation Transcript

    • How to influence Hilary Robertson Double Loop Development
    • Power Level of interest Possible collaborators Disinterested powerless Key influencing targets Interested powerless
      • 7 influencing strategies
      • Reason
      • Friendliness
      • Bargaining
      • Insistence (assertiveness)
      • Coalition
      • Higher authority
      • Sanctions (& rewards)
    •  Reason Coalition Friendliness Bargaining Insistence Higher authority (no sanctions)
    •  Reason Insistence Friendliness Coalition Bargaining Higher authority Sanctions
    •  Friendliness Reason Bargaining Insistence Higher authority Sanctions Coalition
    • Source: Huczynski (2004) Focus Appeal Emotional Self Others Friendliness Higher authority Rational Insistence Sanctions Reason Bargaining Coalition
      • Reason
      • Bargaining
      • Friendliness
      Insistence Coalition Sanctions Higher authority 1st 2nd
    • 5 main decision-making styles
      • Followers
      • Charismatics
      • Sceptics
      • Thinkers
      • Controllers
    • Influencing model
      • Propose
      • Reason
      • Other views
      • Examples
      • Propose
    • Thank you Questions? hilary.robertson @ doubleloopdevelopment.co.uk
    • 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 .
      • 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?