Influencing Mdn

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Short Presentation By Hillary Robertson for management Development Network event

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Influencing Mdn

  1. 1. How to influence Hilary Robertson Double Loop Development
  2. 2. Power Level of interest Possible collaborators Disinterested powerless Key influencing targets Interested powerless
  3. 3. <ul><li>7 influencing strategies </li></ul><ul><li>Reason </li></ul><ul><li>Friendliness </li></ul><ul><li>Bargaining </li></ul><ul><li>Insistence (assertiveness) </li></ul><ul><li>Coalition </li></ul><ul><li>Higher authority </li></ul><ul><li>Sanctions (& rewards) </li></ul>
  4. 4.  Reason Coalition Friendliness Bargaining Insistence Higher authority (no sanctions)
  5. 5.  Reason Insistence Friendliness Coalition Bargaining Higher authority Sanctions
  6. 6.  Friendliness Reason Bargaining Insistence Higher authority Sanctions Coalition
  7. 7. Source: Huczynski (2004) Focus Appeal Emotional Self Others Friendliness Higher authority Rational Insistence Sanctions Reason Bargaining Coalition
  8. 8. <ul><li>Reason </li></ul><ul><li>Bargaining </li></ul><ul><li>Friendliness </li></ul>Insistence Coalition Sanctions Higher authority 1st 2nd
  9. 9. 5 main decision-making styles <ul><li>Followers </li></ul><ul><li>Charismatics </li></ul><ul><li>Sceptics </li></ul><ul><li>Thinkers </li></ul><ul><li>Controllers </li></ul>
  10. 10. Influencing model <ul><li>Propose </li></ul><ul><li>Reason </li></ul><ul><li>Other views </li></ul><ul><li>Examples </li></ul><ul><li>Propose </li></ul>
  11. 11. Thank you Questions? hilary.robertson @ doubleloopdevelopment.co.uk
  12. 12. Further reading <ul><li>Huczynski, A. (2004), Influencing in Organisations , second edition, Routledge, Abingdon. </li></ul><ul><li>Kipnis, D., Schmidt, S. M. and Wilkinson, I. (1980), “Intra-organisational influence tactics: explorations in getting one’s way”, Journal of Applied Psychology, 65(4) pp 440-452. </li></ul><ul><li>Sillince, J. A. A. (2002), “A model of the strength and appropriateness of argumentation in organisational contexts”, Journal of Management Studies, 39(5), pp 585-618. </li></ul><ul><li>Williams, G. A. and Miller, R. B. (2002), “Change the way you persuade”, Harvard Business Review, 80(5), pp65-73 . </li></ul>
  13. 13. <ul><li>You are project managing the introduction of a new minor injuries service. There has been much debate about its location. Seven options were explored and three are being put forward. </li></ul><ul><li>You believe one of the options is a poor choice and another is better, based on patient surveys and feedback. </li></ul><ul><li>How would you go about influencing this decision? </li></ul>

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