This document provides advice on how to influence others without direct authority. It recommends first listening to understand others' needs, wants, and definitions of success and failure. Norm-setting exercises can establish expectations for how groups will work together. Understanding different cultural maps and communication styles is also important. Speaking the language of the environment and finding ways to frame individual and group goals as shared ("make an US") can help build influence. Self-awareness of strengths, weaknesses, body language and how one is perceived by others also plays a role in wielding soft power over hard power.

1. INFLUENCE
WITHOUT
AUTHORITY
Christina Wodtke
Stanford
Author: Radical Focus

2. WHY
AREN’T
I RICH?

5. Who decides
what good
is?

6. THE USUAL
ADVICE

10. YOU HAVE
SKILLS TO
SOLVE THIS

11. Conversations
you them
Empathy
Environment

12. FIRST, A
LISTENING
EXERCISE

13. 1. GET GOOD
WITH YOU

14. SHARE A
PROUD
MOMENT
USE THE WORD “I”

15. WAS IT HARD TO
BLOW YOUR OWN
HORN?

16. LISTENER:

18. YOU MUST
KNOW

19. YOUR NEEDS

20. WHAT DOES IT
TAKE TO KEEP YOU
RUNNING?

21. YOUR
WANTS

22. Optimize for:
• Money
• Title
• Influence
• Learning
• Joy

23. THE ASK

24. SEEK FIRST TO
UNDERSTAND

25. INTERVIEW
WHAT IS A GOOD DAY?
WHAT IS A BAD DAY?

26. LISTENER:

27. WHAT
MAKES
HER
WIN?

28. WHAT DOES SUCCESS LOOK LIKE?
WHAT DOES FAILURE LOOK LIKE?
WHAT ARE THEY AFRAID OF?

30. ERIN
MEYER’S
CULTURE
MAP

33. Hierarchal Leading Egalitarian
Top-Down Deciding Consensual
Direct Negative Feedback Indirect
Confrontational Disagreeing Nonconfrontational
Points of Conflict

34. Low Context Communicating High Context
Concept -First Persuading Application-First
Task-based Trusting Relationship-based
Linear Time Scheduling Flexible Time
Points of Conflict

35. “THE PROBLEM IS THAT WE TEND TO
ASSUME THAT OUR FRAMING
REPRESENTS THE TRUTH, RATHER
THAN MERELY PRESENTING A
SUBJECTIVE “MAP.”
IN TRUTH, HOWEVER, EACH FRAME
OFFERS ITS OWN IMAGE OF REALITY.”
Edmondson,Amy C.
Teaming: How
Organizations Learn,
Innovate, and Compete in
the Knowledge Economy

36. Don’t
default into
norms.
Set them

37. NORMS
EXERCISE
Get together in groups of 2-4

38. What was the
best team you
ever had? What
made it great?

39. What was the
worst team you
were ever on?
What made it so
bad?

40. Norms Exercise
• Get in groups, and share.
• Make rules for how you wish to
work together

41. Please try
this at home
Aka at the office

42. ENVIRONMENT

43. MAP

44. BUSINESS MODEL

45. ALEX OSTERWALDER’S
BUSINESS MODEL
GENERATION

46. GROUP
DYNAMICS

48. TIMING

49. FEAR, PAIN,
PREJUDICE

54. RHYTHM

55. Make
an
“US”
out of
you
and
me

56. LET’S TALK

57. BODY LANGUAGE

59. YOUR BODY
TELLS YOUR
STORY

60. Images from Amy Cuddy’s research on power poses

61. READ

62. WRITE

63. WORDS

64. SPEAK THE
LANGUAGE OF
THE PLACE

65. “ITS MORE
ABOUT THE
PACKAGE”

66. “GET TO THE
NEXT
LEVEL”

67. SPEAK NEED TO
NEED

68. TRANSACTIONAL

69. COLLABORATIVE

70. KNOW
YOURSELF
KNOW THE
OTHER
KNOW THE
TERRITORY
MAKE AN US

72. WHAT IF IT
DOESN’T
WORK?

73. BE WILLING TO
GET THE EFF OUT
OF DODGE

74. ADDITIONAL
HOMEWORK
MAKE A SENTENCE ABOUT YOUR
AWESOME
DISCOVER OTHERS AWESOME
PLOT SOMETHING TOGETHER

75. Thank
You
@cwodtke | me@cwodtke.com
www.cwodtke.com
CHRISTINA WODTKE