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The Journey to Yes


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Presented at the 2011 IA Summit.

There is a common issue facing designers across all sectors and cultures; an issue that this profession has been struggling with since the beginning – getting stakeholder buy-in. Whether it’s the use of a specific tool to help define a given end state or trying to shift a rigid process to a more flexible and creative solution, designers seemingly have to battle more often than not to get support for their approaches and solutions to both small and large scale design issues.

This presentation addresses ways that designers can sharpen their skills and start their journey to yes.

Published in: Design
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The Journey to Yes

  1. 1. “Im Starting With The Man In The Mirror Im Asking Him To Change His Ways And No Message Could Have Been Any Clearer If You Wanna Make The World A Better Place (If You Wanna Make The World A Better Place) Take A Look At Yourself, And Then Make A Change”- Michael Jackson, Man in the Mirror
  2. 2. The Journey to YesPresented by Alla Zollers & Jeff ParksIA Summit 2011
  3. 3. Influence
  4. 4. “The conductor doesn’tmake a sound - he dependsfor his power on his ability tomake other people powerful!I realized my job was toawaken possibility in otherpeople... Who am I beingthat my players eyes are notshining?”Benjamin ZanderTED
  5. 5. Everyone wants to feel thatthey are valued, and thatthey are valuable to theprocess
  6. 6. “...humans are creatures whospend their lives trying toconvince themselves theirexistence is not absurd.”Albert CamusExistentialist Philosopher on CognitiveDissonance
  7. 7. We are emotional creatures,not rational ones.
  8. 8. How do we influence?
  9. 9. Monkey See. Monkey Feels!We want to relate to each other.because we are homo-empathicus.
  10. 10. Model the behavior you want to see,others will naturally mirror it.
  11. 11. Be aware of how you are perceived by others
  12. 12. “People don’t buy ‘what’ you do. People buy ‘why’ you do it!” Simon Sinek: How great leaders inspire action TED
  13. 13. Appeal to emotions, start with the “why”
  14. 14. Slow Down, Listen, Question for Clarity
  15. 15. Create an Empathic Corporate Culture Everyone experiences a sense of individuality and self-expressionThere is an ability to reason There is a capacity to express and exchange compassion to develop close ideas with others. Sense of relationships Value There is a drive towards A way of reacting with spontaneity, actions, self-expression integrity, and integration exists. and creative experiences.
  16. 16. Resistance
  17. 17. Resistance is an emotional process
  18. 18. Resistance is discomfort expressed indirectly
  19. 19. Manage Resistance Identify it Name it Wait
  20. 20. Identify it: Use your ownfeelings as a gauge
  21. 21. Name it:Resistance has many faces
  22. 22. Name it: Resistance has many facesLook for concernsabout control and vulnerability
  23. 23. Wait:Leave room for the response
  24. 24. “Authentic behaviorwith a client meansyou put into wordswhat you areexperience with theclient as you work.This is the mostpowerful thing youcan do to have theleverage you arelooking for and theto build clientcommitment”Peter BlockFlawless Consulting
  25. 25. Reconcile
  26. 26. Reconcile instead of compromise
  27. 27. FoggingNegative AssertionBroken RecordSelf-Disclosure
  28. 28. We are emotional
  29. 29. We are emotionalWe want to belong andbe valued
  30. 30. We are emotionalWe want to belong andbe valuedResistance is natural
  31. 31. We are emotionalWe want to belong andbe valuedResistance is naturalDon’t take it personally
  32. 32. We are emotionalWe want to belong andbe valuedResistance is naturalDon’t take it personallyBe authentic and assertive
  33. 33. We are emotionalWe want to belong andbe valuedResistance is naturalDon’t take it personallyBe authentic and assertiveThis is a lifelong journey
  34. 34. Thank you! Go Get ‘Em!Alla: