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Marlyn Group IPMI Leadership Summit 2018 Slideshare


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If you’ve ever been asked to influence peers across your organization or those above the “pay grade,” to gain approval, make a decision or finish a project, then flip through this deck to learn the strategies and tactics that ensure you can meet your objectives when working with others! This highly presentation discusses the balance between data (what we know) and emotion (how we feel) to speed read others to then adapt our interpersonal communication style and be heard every time we engage with others. You’ll leave the session with a fresh list of best practices that will empower you to persuade others to not just see your point of view, but buy in and play a meaningful role toward common goal achievement.

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Marlyn Group IPMI Leadership Summit 2018 Slideshare

  1. 1. Influence Without Authority IPI 2018 Leadership Summit Warwick Denver, October 19th, 2018 Influence Without Authority Presented by: Colleen M. Niese, Principal 800.825.6310
  2. 2. Influence Without Authority Colleen Niese, Principal, SPHR, CPP Colleen’s understanding of what makes a business tick comes from her 25 years of experience in human resources, and her insatiable curiosity about superior business. Colleen assesses strategies for organizational growth, HR practices, and employee development. Rarely do consultants see the trajectory and impact of a company, as well as drive change from the ground up—but Colleen does. She investigates and leads all levels of an organization to deliver financial results. Colleen was the founding Chairperson for National Parking Association’ Women In Parking, has served on the NPA board and volunteers for IPI initiatives on a routine basis. Relevant Experience  Developed and delivered several Leadership Development solutions for Front Line to C-Level executives  Facilitated Strategic Planning sessions on behalf of IPI, GPC, Greenbuild, USGBC, TPTA and NPA  Has published and presented on behalf of several professional associations (IPI, NPA, W.I.P., WELD, etc.)
  3. 3. Influence Without Authority Leadership Challenges and Expectations Best Practices Balance & Bandwidth Data Based Decisions Turnover Direction (lack of) Change Communications Balancing resources Balancing Expectations Talent Competition Actually Executing Organizational wide alignment Moving in one Direction Creating a new culture
  4. 4. Influence Without Authority The Marshmallow Experiment
  5. 5. Influence Without Authority  Believes the Job Title speaks for itself  Authoritarian in style  “Do as I say, not as I do”  Typically gains a consistent level of baseline compliance Telling  Truly believes success is achieved through the performance of her team  Shares the “what” and “why”  Recognizes the significance of modeling. “Walks the Talk”  Typically gains discretionary effort beyond baseline compliance Influencing Telling vs Influencing
  6. 6. Influence Without Authority Data and Emotion Equation To Drive Influence + = What  Facts  Subject Matter  Data How  Subject Matter  People  Emotion Results
  7. 7. Influence Without Authority Influence Without Authority Subject Matter “What” Contextual Goals Emotion “How”
  8. 8. Influence Without Authority Influence Without Authority Subject Matter “What” Contextual Goals Emotion “How”
  9. 9. Influence Without Authority Ways to Improve the “What” For Your Team – Staff Meeting – Emails – Performance Reviews – Annual Meeting – Storytelling – What and Why combination – Milestones Acknowledged? – Milestones celebrated? – All held to the same standard? – Review what’s working, what’s not and why?
  10. 10. Influence Without Authority How Many Is Too Many? 1–3 1–2 0 The 4 Disciplines of Execution, Stephen Covey
  11. 11. Influence Without Authority Practical Tips On ”What You Know” – Get comfortable with “I don’t know.” – …and if you don’t know, ask for help. – Do your homework and take your notes. – Go to the source closest to the subject matter.
  12. 12. Influence Without Authority Influence Without Authority Subject Matter “What” Contextual Goals Emotion “How”
  13. 13. Influence Without Authority DISC - Definition What It Is… What It Isn’t… An assessment to encourage awareness A Performance Evaluation Indicative Definitive Opportunity Requirement
  14. 14. Influence Without Authority DISC 1 1 4 4 3 3 2 2
  15. 15. Influence Without Authority DISC I S C D
  16. 16. Influence Without Authority DISC Model DOMINANCE- Professional Athlete INFLUENCE - Ambassador COMPLIANCE - Lawyer STEADINESS – ER Doctor TELL SELL LISTENWRITE
  17. 17. Influence Without Authority DISC Profile D High D: Driving, Assertive, Direct Low D: Consultative, Cautious, Mild High I: Verbal, Positive, Persuasive Low I: Serious, Factual, Reflective High S: Patient, Deliberate, Kind Low S: Active, Fast Paced, Flexible High C: Careful, Accurate, Logical Low C: Bold, Independent, Firm Communication Style (Based on High Factors) High D: Tell/Direct High I: Sell/Persuade High S: Listen High C: Write Motivators (Based on High Factors) High D: Tangible Goals High I: Recognition High S: Security/Team High C: Policy and InfoC S I First Focus (Based on High Factors) High D: Results High I: People, Building Results High S: Pace, Progress High C: Policy, Information
  18. 18. Influence Without Authority Values and Challenges High D Values High I Values High S Values High C Values  Expediting action  Challenges self and others  Questioning the status quo  Assuming authority  Cultivating relationships  Motivating people to act  Generating enthusiasm and boosting morale  Making favorable impressions  Providing service  Concentrating on the job  Supporting others  Persistence in completing work  Monitoring and controlling  Concentrating on detail  Assessing risk  Enforcing and improving quality High D Challenges High I Challenges High S Challenges High C Challenges  To be consultative  Working on a team  Listening and Patience  Being empathetic and considerate of others  Emotional control  Being logical and factual  Listening  Attention to detail  Rapid response to change  Initiating new things  Challenging the status quo  Meeting deadlines  Delegation of projects  Direct approach to conflict  Acting without precedence  Considering feelings
  19. 19. Influence Without Authority Now What? Emotional Intelligence Know Thyself Situation High D High I High S High C Decision • Decides quickly • Loves options • Look to the past • Data first • Facts • Emotion &Facts • Facts & Emotion • Facts • Won’t waver • Wavering is Acceptable • Waver on exception basis • Waver likely if new data is presented Hard Conversation • Direct, succinct • Will use the “sandwich” • Avoids • Speak through facts • Won’t react to emotion • Will react to emotion • Won’t overtly react to emotion • Won’t react to emotion • Speed is important • Emotional trigger could be the timeline • No timeline • Once facts are complete wants to move quickly
  20. 20. Influence Without Authority Know Others
  21. 21. Influence Without Authority Know Others – Emotional Intelligence Situation High D High I High S High C Resists Change • Too much information • Lacks human impact • Too many, too fast • Not enough data • Told what to do • Not enough options • Time to process • Lacking data • What • Who • Why • How Adoption • Self Discovery • Recognize Accomplishment • Mark the progress • Access to resources • Special Assignment • Training • Documentation/ SOP’s • Reporting • Succinct • Visual • Steady • Rooted in fact
  22. 22. Influence Without Authority Emotional Button Pushers • Triggers – Blame – Interrupters – Subject Changers • Notice the Warning Signs • Dry mouth • Flush face and neck • Sweaty hands
  23. 23. Influence Without Authority Emotional Button Pushers • Best Practices – Airtight agenda with talking points – Don’t Discount What You’re Saying – Listen for the triggers: • Blame • Accusation/back hand compliment • Subject Changers – Breathe – Measure your voice • Avoid Up Talk – Count to ten – Welcome the pause – End the discussion with next steps – Or, just end the discussion
  24. 24. Influence Without Authority Influence Without Authority Subject Matter “What” Contextual Goals Emotion “How”
  25. 25. Influence Without Authority Questions?
  26. 26. Influence Without Authority IPI 2018 Leadership Summit Warwick Denver, October 19th, 2018 Influence Without Authority Presented by: Colleen M. Niese, Principal 800.825.6310