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ENABLING CHANGE: The Dynamics of Influence, Collaboration, and Trust

ENABLING CHANGE: The Dynamics of Influence, Collaboration, and Trust. Welcome. www.trustedadvisor.com/MITRE. Common People Challenges. What’s most VEXING for you?. Make a compelling case Gain the agreement of diverse stakeholders Navigate organizational politics Recover from mistakes

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ENABLING CHANGE: The Dynamics of Influence, Collaboration, and Trust

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  1. ENABLING CHANGE: The Dynamics of Influence, Collaboration, and Trust

  2. Welcome • www.trustedadvisor.com/MITRE

  3. Common People Challenges What’s most VEXING for you? • Make a compelling case • Gain the agreement of diverse stakeholders • Navigate organizational politics • Recover from mistakes • Move on from disappointment

  4. Goals for Today At the end of this PRESENTATION you will: • Know the four essential elements of trustworthiness • Understand the “secret weapon” of influence • Appreciate the paradox of trust and be able to put it to work

  5. Building Blocks

  6. The Trust Equation WHAT DO YOU LEAD WITH? C+R+I S T = T trustworthiness C credibility R reliability I intimacy Sself-orientation

  7. How We Think People Think It’s a question of focus Truth Facts Logic

  8. Cialdini on Influence The psychology of persuasion The number one factor of influence is reciprocity … and after that: • Authority • Consensus • Consistency • Scarcity • Liking

  9. Gottman on Long-Term Partnership The importance of empathy “Understanding must precede advice.” “You have to let your partner know that you fully understand and empathize … before you suggest a solution.”

  10. “Sounds like we haven’t done a good job making our case.” What Empathy Sounds Like “I don’t see value in that.” “That’s a tough spot to be in.” “We’re just not sure which way to go.” “I’m very sorry to hear that. I’m sure that’s frustrating, to say the least.” “I’m disappointed by your team’s results.”

  11. Thomas Friedman on Listening “People often ask me how I, an American Jew, have been able to operate in the Arab/Muslim world for 20 years, and my answer to them is always the same. The secret is to be a good listener …” “ … It's not just what you hear by listening that is important. It is what you say by listening that is important...” • “ … Never underestimate how much people just want to feel that they have been heard; once you have given them that chance, they will hear you.”

  12. Trust as a Two-Way Street What role do you play?

  13. Key Takeaways

  14. WITH OUR COMPLIMENTS The Goodie Bag www.trustedadvisor.com/MITRE • TrustMatters Blog • Your Trust Quotient • Trust Services ahowe@trustedadvisor.com

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