Self management the-influence_edge_model

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Self management the-influence_edge_model

  1. 1. The Influence Edge
  2. 2. Why Influencing Skills?
  3. 3. Why Influencing Skills?Influencing skills are important, evenif you don’t have clear authority.
  4. 4. Why Influencing Skills?Success depends on the ability toinfluence those over whom you haveno direct control.
  5. 5. Why Influencing Skills?Influencing skills can help you getinformation or persuade people.
  6. 6. Why Influencing Skills?• Finish work faster
  7. 7. Why Influencing Skills?• Finish work faster• Reduce conflict
  8. 8. Why Influencing Skills?• Finish work faster• Reduce conflict• Relieve stress
  9. 9. Why Influencing Skills?• Finish work faster• Reduce conflict• Relieve stress• Demonstrate that you’re a team player
  10. 10. Why Influencing Skills?• Finish work faster• Reduce conflict• Relieve stress• Demonstrate that you’re a team player• Be a better negotiator
  11. 11. Influence Situations
  12. 12. Influence SituationsYou need information to accomplish agoal.
  13. 13. Influence SituationsYou need management support.
  14. 14. Influence SituationsYou need the help of an expert.
  15. 15. Influence SituationsSomeone resists your idea after youpresented it in a logical, rational way.
  16. 16. Fundamental Factors
  17. 17. Fundamental Factors• Your Goal
  18. 18. Fundamental Factors• Your Goal• The Other Person
  19. 19. Your Goal
  20. 20. Your Goal• Know who you have to influence
  21. 21. Your Goal• Know who you have to influence• Give yourself a time frame
  22. 22. Your Goal• Know who you have to influence• Give yourself a time frame• Know what you want
  23. 23. Your Goal• Know who you have to influence• Give yourself a time frame• Know what you want• State the goal in positive terms
  24. 24. Your Goal• Know who you have to influence• Give yourself a time frame• Know what you want• State the goal in positive terms• Determine if someone else is involved
  25. 25. Your Goal• Determine your mindset
  26. 26. Your Goal• Determine your mindset• Check any assumptions you are making
  27. 27. Your Goal• Determine your mindset• Check any assumptions you are making• Look at the situation objectively
  28. 28. Your Goal• Determine ways the other person needs you
  29. 29. Your Goal• Determine ways the other person needs you• Find someone who has been successful in a similar situation
  30. 30. The Other Person
  31. 31. The Other Person• Determine what you can do to make it easier for the other person
  32. 32. The Other Person• Determine what you can do to make it easier for the other person• Put yourself in the other person’s shoes
  33. 33. The Other Person• Determine what you can do to make it easier for the other person• Put yourself in the other person’s shoes• Try to determine the other person’s mindset
  34. 34. Fundamental FactorsAfter consideration of the goal andthe other person, decide what energieswould be most useful in your situation.
  35. 35. Push Energy
  36. 36. Push EnergyPush Energy is direct, forceful andpersuasive.
  37. 37. Push EnergyPush Energy gets people to changetheir course of action.
  38. 38. Push EnergyUse when:• You know what you want
  39. 39. Push EnergyUse when:• You know what you want• You have good reasons to build a case
  40. 40. Push EnergyUse when:• You know what you want• You have good reasons to build a case• You need a more direct approach
  41. 41. AssertState clearly and directly what youwant.
  42. 42. SuggestMake clear suggestions that arerelevant to the situation.
  43. 43. Provide RationaleProvide reasons or benefits thatinterest the other person.
  44. 44. Identify ConsequencesIdentify what may happen if the otherperson doesn’t do what you ask.
  45. 45. Pull Energy
  46. 46. Pull EnergyPull Energy is inclusive and involving.
  47. 47. Pull EnergyPull Energy helps the other person seealternatives.
  48. 48. Pull EnergyUse when:• You want to build a relationship
  49. 49. Pull EnergyUse when:• You want to build a relationship• You need the involvement of others
  50. 50. Pull EnergyUse when:• You want to build a relationship• You need the involvement of others• You require additional information
  51. 51. Open-Ended QuestionsAsk questions to gather information,and to find out what the other personis thinking.
  52. 52. Open-Ended QuestionsEncourage the involvement of theother person.
  53. 53. Focused QuestionsAsk questions that help the otherperson focus on alternatives.
  54. 54. SummarizeSummarize what the other person hassaid, so you can clarify issues anddemonstrate understanding.
  55. 55. DiscloseDisclose information that helps buildtrust.
  56. 56. Push/Pull Energy
  57. 57. Push/Pull EnergyPush/Pull is a blend of both Push andPull energies.
  58. 58. Push/Pull EnergyUse when:• You need to address conflict
  59. 59. Push/Pull EnergyUse when:• You need to address conflict• You want to create breakthrough results
  60. 60. Push/Pull EnergyUse when:• You need to address conflict• You want to create breakthrough results• You want to provide meaningful exchanges
  61. 61. Offer IncentivesOffer incentives to make it easier forthe other person to do what you areasking.
  62. 62. Highlight CommonalitiesHighlight goals, values and positionsthat are similar and different.
  63. 63. Create a VisionCreate a positive vision of what mighthappen if the other person does whatyou want.
  64. 64. The Influence Edge

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