Personality development

1. Influencing skills
Leaders Academy
Katarzyna Małysz & Mateusz Nowak
November 2012

2. Agenda for today
House Rules
Workshop expectations and objectives – 15 min (K)
Intro to influencing and key terms – 20 min (K)
Foundation for effective INFLUENCE,
Influencing techniques – 35 min (M)
Case 1 – 20 min (M)
Coffee break – 15 min (~10:30 CET)
Coffee break – 15 min (~10:30 CET)
Case 2 – 25 min (K)
Social styles – 10 min (K)
Real-life examples including Q&A – 30 min (K/M)
Summary of what you have learnt – 10 min

3. Workshop objectives
During this workshop we will:
• Define what is actually influence,
• Help you understand the importance of influencing at work,
• Provide some techniques when persuading others,
• Learn on social styles and how to adopt to,
• Learn on social styles and how to adopt to,
• Share our experiences.

4. Intro to Influencing - discussion
What is influencing?
What is a difference between influencing,
persuading and negotiating?
What is a difference between influencing and
manipulation?
manipulation?
How important is influencing in our daily life
and work life?

5. Intro to INFLUENCING and some key terms
Influencing – affecting change without using authority
Persuading – convincing using logic and evidence
Negotiating – two side process when the communication is
to achive billigual agreement.
to achive billigual agreement.
Manipulating – making people to act the way
we need, very often against his interest.

6. PERSUADING and INFLUENCING scale
Diametrically opposed
More against than for
Neutral
More for than against
Neutral
In total
agreement

7. Foundation for effective influence
• Effective influencers, better
leaders
• Common goal and achievement
Communication
• Derived from a combination of
your knowledge, skills,
Personal your knowledge, skills,
personality and character
Personal
power
• Behaviours and approaches
matter
• Values that you demonstrate!
Credibilty
Influencing in a nutshell - let's see it!

8. Key sources of personal power
Leaders have another source of power – POSITION power

9. What is more powerful and important?
OR??

10. Some influencing techniques
1. Using logic and evidence
2. Customizing the message
3. Acknowledging opposite perspectives
4. Asking for it (!)
5. Providing options
6. Asking questions...

11. How to prepare for influencing others
1) Prepare your case
Clarify your purpose, position and objective, who is your speaker/stakeholder?
Anticipate potential points of resistance for each speaker
2) Ask for what you want
Define what you want – BE CLEAR!
Create a combined goal or objective
Customising the message (what is in for them, idetify their interests)
Choose the right media/format to present the message so it appeals to speakers
Use questions (open or close ended)
Use questions (open or close ended)
3) Make your case
Acknowledge opposite opinions and the truth, move on with alternatives
Use logic and evidence to support your position
Providing options that people can agree to without compromising their position or dignity
Determine what theycan agree to and offer a solution.
4) Ask for commitment and finalise
Assess readiness and ask for commitment when appropriate.
If not ready, ask what you can do to get commitment and continue to make your case.
If ready, ask for commitment.

12. Case study

13. Coffee break

14. Case study

15. Social styles and Behaviours
Demanding Driving – very goal orintated and are result focused
Friendly -team player, can easly encourage others, are
good at seeing value in others
Detailed and Analytical - perfectionists, set up high standards, systematic
Detailed and Analytical - perfectionists, set up high standards, systematic
and well organised, close attention to details
Enthusiastic and Expressive - high level of assertiveness coupled with much
emotional expression

16. Social styles and Behaviours under pressure
Demanding Driving – People who are normally directive, become
autocratic
Friendly -People who are typically supportive and co-
operative start to acquiesce
Detailed and Analytical -People who are usually quite and less emotional
begin to avoid participation and emotional
involvement
Enthusiastic and Expressive -People who are usually socially engaging resort
to attack

17. How to influence your boss...
Set the scene – then keep focused on tasks, outcomes etc.
Keep things brief and to the point
Provide positive data first
Use benefits as much as possible – concentrate on the positive
Use consequences carefully
Use as much of their own information first and replay their data
Stick to the main issues/main factors if possible

18. How to influence your boss...
Add new data and insights
Test for receptivity of the information as you are providing it
Keep information in a logical order – sequential
Beware of saying anything that you can’t back up factually
Pay attention to what is important to them – what are their motivators
Discussion should be based on facts and implications/outcomes
Remember senior managers get rewarded for getting right outcomes quickly

19. Real – life examples

20. Summary
Is there anything I have learnt today?
Share with us!