Influencing negotiating and persuading

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Kellie Beirne, Melin Homes, addressed CHC's PR network and spoke about influencing, negotiating and persuading.

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Influencing negotiating and persuading

  1. 1. Influencing and Persuading
  2. 2. Why are these skills so important (now)? <ul><li>Change: </li></ul><ul><ul><li>Post election environment </li></ul></ul><ul><ul><li>New localism, public funding cuts, welfare reform, ‘power to the people’ & freedoms and flexibilities </li></ul></ul><ul><ul><li>Fundamental implications for our organisations, people and communities </li></ul></ul><ul><ul><li>Intrinsic to how we build capacity and empower </li></ul></ul><ul><ul><li>New way…of everything </li></ul></ul>
  3. 3. Fight or flight? <ul><li>Change: Love it or hate it, it’s a constant </li></ul><ul><li>Need package of skills, all of which embody ability to influence and shape a new agenda </li></ul><ul><ul><li>Adaptability. Agility. Resilience. Energy. Entrepreneurialism. Creativity. Resourcefulness </li></ul></ul><ul><ul><li>Compelling evidence and vision </li></ul></ul><ul><ul><li>Thought leadership </li></ul></ul><ul><ul><li>Opinion forming </li></ul></ul><ul><ul><li>Rational and emotional intelligence </li></ul></ul><ul><li>‘ new way’ will mean different context, different partners, different delivery…different slant. </li></ul>
  4. 4. So what do I know? <ul><li>Various roles and contributions over the years </li></ul><ul><li>Battle tested but still smiling </li></ul><ul><li>Learned a lot… and still learning </li></ul><ul><li>Leadership is key </li></ul><ul><li>Be the change you want to see </li></ul><ul><li>Pause. Reflect </li></ul><ul><li>Sit back, listen and think. </li></ul><ul><li>Gravitas and passion </li></ul>
  5. 5. 2 <ul><li>Influencing is not lobbying </li></ul><ul><li>The power of inference & suggestion </li></ul><ul><li>Assertion not aggression </li></ul><ul><li>Build consensus not engage in conflict </li></ul><ul><li>Passion v obsession (don’t overplay strengths!) </li></ul><ul><li>Self awareness – seek feedback </li></ul><ul><li>Trust </li></ul><ul><li>Under-state criticism and regular praise </li></ul><ul><li>Not how people behave, its how you treat them </li></ul>
  6. 6. Don’t believe the hype! <ul><li>Conventional thinking rates ‘experience’ as most desirable </li></ul><ul><li>(More important is the ability to bring people together to deliver a common goal) </li></ul><ul><li>Live to work </li></ul><ul><li>‘ safe pair of hands’? (What flavour ice-cream are you?) </li></ul><ul><li>Intuition – never shy away from emotional stuff </li></ul><ul><li>Challenge is healthy </li></ul><ul><li>‘ People are talking’ </li></ul><ul><li>Management is a specialist skill </li></ul>
  7. 7. Leadership is key <ul><li>Transformational powers </li></ul><ul><li>Not necessarily of staff or teams – many different types </li></ul><ul><li>No great mystery, art or science! </li></ul><ul><li>Just be you – people person </li></ul><ul><li>Micro-management has no place in influencing </li></ul><ul><li>Time or talent? </li></ul><ul><li>Lead from back or middle – doesn’t have to be front </li></ul><ul><li>Set outcomes but don’t prescribe methodology </li></ul><ul><li>Outcomes not process </li></ul><ul><li>Have a go v getting fingers burned </li></ul><ul><li>Optimism </li></ul><ul><li>Courage </li></ul>
  8. 8. Because… <ul><li>Builds consensus around issues </li></ul><ul><li>Means you shape an agenda </li></ul><ul><li>Take people with you & inspire them to achieve </li></ul><ul><li>Gains co-operation </li></ul><ul><li>Its okay to be liked </li></ul><ul><li>People usually know what the right thing to do is – don’t need ‘showing’ </li></ul><ul><li>Increases productivity, dynamism and helps unlock potential </li></ul><ul><li>Whole is greater than sum of its parts </li></ul>
  9. 9. Hearts and Minds <ul><li>Reason – mind/logic </li></ul><ul><li>Affection – heart </li></ul><ul><li>Intuition – gut feel </li></ul><ul><li>Desire - passion </li></ul>
  10. 10. Examples <ul><li>Torfaen ‘the early years’ … GRIT </li></ul><ul><li>Section 106 Agreements & private sector … MAGNAMINITY </li></ul><ul><li>Blenheim Square … BELIEF & SUPPORT </li></ul><ul><li>National policy shaping … KNOWLEDGE </li></ul><ul><li>Digital inclusion … PUSHING BACK BOUNDARIES </li></ul><ul><li>‘ Measuring the Impact’… CHALLENGE </li></ul><ul><li>Professional life and personal - BALANCE </li></ul>
  11. 11. My top 10 tips <ul><li>Know your stuff inside and out </li></ul><ul><li>Show people where their contribution fits </li></ul><ul><li>Create a sense of momentum </li></ul><ul><li>Communicate clearly </li></ul><ul><li>Big picture but devil in detail </li></ul><ul><li>Know the boundaries, then push them back </li></ul><ul><li>Find a champion </li></ul><ul><li>Verbs more important than nouns </li></ul><ul><li>Seize the day, but don’t take yourself too seriously </li></ul><ul><li>Show integrity – good faith is hard to knock </li></ul>

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