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Influence and Authority: Use Your Personal Power to Get Things Done
- 1. TS Half-day Tutorials 5/6/2014 1:00:00 PM Influence and Authority: Use Your Personal Power to Get Things Done Presented by: Johanna Rothman Rothman Consulting Group, Inc. Brought to you by: 340 Corporate Way, Suite 300, Orange Park, FL 32073 888-268-8770 ∙ 904-278-0524 ∙ sqeinfo@sqe.com ∙ www.sqe.com
- 2. Johanna Rothman Rothman Consulting Group, Inc. Known as the “Pragmatic Manager,”Johanna Rothman helps organizational leaders identify problems and risks in their product development and recognize potential “gotchas,” seize opportunities, and remove impediments. Johanna is the technical editor foragileconnection.com and is author of Manage Your Job Search, Hiring Geeks That Fit, Manage Your Project Portfolio: Increase Your Capacity and Finish More Projects, the 2008 Jolt Productivity award-winning Manage It! Your Guide to Modern, Pragmatic Project Management, and Behind Closed Doors: Secrets of Great Management. She is currently writing a book about agile program management. In addition, Johanna writes columns for Stickyminds.com and projectmanagment.com, and blogs on jrothman.com, andcreateadaptablelife.com.
- 3. Influence and Authority:! UsingYour Personal Power to GetThings Done Johanna Rothman www.jrothman.com @johannarothman jr@jrothman.com 781-641-4046 © 2014 Johanna Rothman Why AreYou Here? What are your objectives today?! ! Everyone: write three cards:! Where did you want to use influence or power and you tried but were not as successful as you wanted to be?! When did you think you did not have enough authority? "2 Influence and Authority: Using Your Personal Power to Get Things Done www.jrothman.com jr@jrothman.com 1
- 4. © 2014 Johanna Rothman Influence Based on developing mutual outcomes! First we build rapport! Based on being congruent! With the situation! With the other person "3 © 2013 Johanna Rothman What is Congruence? Blaming – Consider Self and Context, Disregard Other! Placating – Consider Other and Context, Disregard Self! Super-Reasonable – Consider Only Context! Irrelevant – Consider Neither Self, Other, or Context! Congruent – Consider Self, Other and Context appropriately "4 Influence and Authority: Using Your Personal Power to Get Things Done www.jrothman.com jr@jrothman.com 2
- 5. © 2014 Johanna Rothman People are CongruentWhen… They take all three pieces into account:! Self, other, context! Blaming? Nope! Placating? Nope! Super-reasonable? Nope! Irrelevant? Nope! "5 © 2014 Johanna Rothman InfluenceWorksWhenYou Are Congruent It’s not about calmness! You can have an effective conversation! Even if you’re congruent, you have other prerequisites "6 Influence and Authority: Using Your Personal Power to Get Things Done www.jrothman.com jr@jrothman.com 3
- 6. © 2014 Johanna Rothman Discussion About Congruence How can you tell if a person is ready for an influence discussion? "7 © 2014 Johanna Rothman Other Prerequisites for Influence The other person has to believe in your competence! The other person has to believe in your trustworthiness ! You have to build rapport "8 Influence and Authority: Using Your Personal Power to Get Things Done www.jrothman.com jr@jrothman.com 4
- 7. © 2014 Johanna Rothman How do People Believe inYour Competence? They see your results! You build small wins, every day, over time! You build your portfolio of value! Other people vouch for you! Testimonials, references! You can claim competence "9 © 2014 Johanna Rothman The Other Person’s Belief inYour Trustworthiness You must not gossip about other people.! You must meet your commitments, or explain why you cannot meet your commitments.! Be consistent in your actions and reactions! Make integrity a cornerstone of your work! Be willing to discuss, influence, and negotiate. Don’t get stuck on your position! Trust in yourself and your colleagues "10 Influence and Authority: Using Your Personal Power to Get Things Done www.jrothman.com jr@jrothman.com 5
- 8. © 2014 Johanna Rothman Build Rapport Discussion: How do you build rapport now?! Several ways:! Matching! 90 degrees! Side-by-side! Activity: Build rapport "11 © 2014 Johanna Rothman Influence with Integray Aim for a specific result! Be positive! Take in the sensory data! Dovetail your desires with those of the other person! Entertain short- and long-term objectives! Genie Laborde’s 5-step approach "12 Influence and Authority: Using Your Personal Power to Get Things Done www.jrothman.com jr@jrothman.com 6
- 9. © 2014 Johanna Rothman Activity In teams of three:! Influencer, Influencee, Observer! Take a card (or writer a new card_! Practice building rapport and influencing. I will time you.! You will have a chance to debrief in your teams.! Rotate.! We will debrief together "13 © 2014 Johanna Rothman About Authority Does anyone ever have enough authority to accomplish what they need to get done?! Title-based authority is weak! People tend to help you because they respect or like you! It’s your personal power "14 Influence and Authority: Using Your Personal Power to Get Things Done www.jrothman.com jr@jrothman.com 7
- 10. © 2014 Johanna Rothman Sources of Personal Power Ambition! Energy! Focus! Confidence! Self-knowledge! Capacity to tolerate conflict! Empathy with others "15 © 2014 Johanna Rothman Ambition Not ambition to climb the ladder! Ambition to achieve influence "16 Influence and Authority: Using Your Personal Power to Get Things Done www.jrothman.com jr@jrothman.com 8
- 11. © 2014 Johanna Rothman Energy Energy is contagious! It inspires other people to work on your behalf "17 © 2014 Johanna Rothman Focus When you specialize, you build relationships! You develop functional skills and knowledge! You complete work! Remember that competence business? "18 Influence and Authority: Using Your Personal Power to Get Things Done www.jrothman.com jr@jrothman.com 9
- 12. © 2014 Johanna Rothman Confidence The more confidence you have, the more powerfully you behave! It’s a basis for building more power and influence "19 © 2014 Johanna Rothman Self-Knowledge The more you reflect and know yourself, the more you learn about yourself! You develop yourself "20 Influence and Authority: Using Your Personal Power to Get Things Done www.jrothman.com jr@jrothman.com 10
- 13. © 2014 Johanna Rothman Capacity toTolerate Conflict How well do you handle “difficult” people?! They may not think they are difficult! How well do you handle stress at work?! Which kinds of stress? "21 © 2014 Johanna Rothman How much Empathy DoYou Have With Others? Sympathy and empathy are different! Sympathy is feeling for another person! Provide comfort! Empathy is feeling with another person! Often arises from experience! Which one do you think is more powerful? "22 Influence and Authority: Using Your Personal Power to Get Things Done www.jrothman.com jr@jrothman.com 11
- 14. © 2014 Johanna Rothman A Potential Power Radar Chart "23 © 2014 Johanna Rothman Activity Part 1:! Alone: chart your capabilities from a 1, which is low, the center, to a 5, which is outside on this radar chart. ! We’ll debrief together.! Consider: How well does your power fit the culture of your organization? "24 Influence and Authority: Using Your Personal Power to Get Things Done www.jrothman.com jr@jrothman.com 12
- 15. © 2014 Johanna Rothman Schein’sWork on Culture Three things:! What people can discuss! What the organization rewards! How people treat each other "25 © 2014 Johanna Rothman Hofstede’s Classifications 1. Power distance: Relationship to authority! 2. Individualism:The relationship between individual and society! 3. Masculinity: to paraphrase Hofstede:‘Masculinity is about the person’s ego. Femininity is about the relationship with other people.’! 4. Uncertainty avoidance:Ways of dealing with conflicts, including the control of aggression and the expression of feelings ! 5. Long-term orientation: Does the organization look to the long term or the short-term when making decisions? "26 Influence and Authority: Using Your Personal Power to Get Things Done www.jrothman.com jr@jrothman.com 13
- 16. © 2014 Johanna Rothman Dimensions Are Neither Good Nor Bad They just are! Organizations tend to have an overall classification! Your manager might lean one way more or less "27 © 2014 Johanna Rothman Power Distance Extent to which the less powerful expect and accept that power is distributed unequally "28 Influence and Authority: Using Your Personal Power to Get Things Done www.jrothman.com jr@jrothman.com 14
- 17. © 2014 Johanna Rothman Individualism Individualism/Collectivism: whether the interest of the group prevails over the individual prevails over the group (collectivist) or whether the interest of the individual prevails (individualist).! If you have a collective culture, and a large power distance, you must start at the top for influence. No point in starting anywhere else.You might build allies lower down, but that’s all they are, allies.They can advise you, but they cannot help you. "29 © 2014 Johanna Rothman “Masculinity” What’s important to the person:Achievement or work environment? "30 Influence and Authority: Using Your Personal Power to Get Things Done www.jrothman.com jr@jrothman.com 15
- 18. © 2014 Johanna Rothman Uncertainty Avoidance How comfortable do you feel in ambiguous or unknown situations? "31 © 2014 Johanna Rothman LongTerm Orientation How much do you work for the long term or orient towards the short term? "32 Influence and Authority: Using Your Personal Power to Get Things Done www.jrothman.com jr@jrothman.com 16
- 19. © 2014 Johanna Rothman Activity:What’s Important toYour Organization? Alone:What’s most important to your immediate manager and your manager’s manager? We’ll debrief together "33 © 2014 Johanna Rothman Activity: What’s Important toYou? Now, decide what’s most important to you! We’ll debrief together "34 Influence and Authority: Using Your Personal Power to Get Things Done www.jrothman.com jr@jrothman.com 17
- 20. © 2014 Johanna Rothman Activity Now that you have the ideas of power and culture, we’ll do the speed influence again. ! Influencer, influencee, observer, 3 rounds! Debrief between each round! Final debrief all together "35 © 2014 Johanna Rothman References Hofstede, Geert, Gert Jan Hofstede, Michael Minkov, Cultures and Organizations : Software for the Mind,Third Edition, McGraw Hill, 2010.! Laborde, Genie Z. Influence with Integrity. Crown House Publishing.Wales, 1998.! Pfeffer, Jeffrey. Power: Why Some People Have it and Others Don’t. HarperBusiness. 2010.! Shell, G. Richard. Bargaining for Advantage: Negotiation Strategies for Reasonable People. ! Solomon, Robert C., BuildingTrust: In Business, Politics, Relationships, and Life, Oxford University Press. 2003! Weinberg, Gerald M. Quality Software Management,Volume 3, Congruent Action. Dorset House. 1994. "36 Influence and Authority: Using Your Personal Power to Get Things Done www.jrothman.com jr@jrothman.com 18
- 21. © 2014 Johanna Rothman More Reading Prepare to Become More Influential, http://www.jrothman.com/ 2013/02/prepare-to-become-more-influential/! Building Rapport, http://www.jrothman.com/2012/04/building-rapport/! Working Together—Not Just Working Together, http:// www.jrothman.com/2010/03/working-together-not-just-working- together/! Who Decides What Done Means for a Program?, http:// www.jrothman.com/2011/07/who-decides-what-done-means-for-a- program "37 © 2014 Johanna Rothman Stay inTouch? Pragmatic Manager: www.jrothman.com/ pragmaticmanager! Please link with me on LinkedIn: www.linkedin.com/in/ johannarothman/ "38 Influence and Authority: Using Your Personal Power to Get Things Done www.jrothman.com jr@jrothman.com 19