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How to Influence Those Over Whom You Have No Control

How to Influence Those Over Whom You Have No Control. Lable Braun Organizational Development Director lable.braun@dialogic.com. Are You in the Right Place?. If you are here to learn how to use Interpersonal Martial Arts to Control Others …. ... Then You're in the Wrong Place!.

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How to Influence Those Over Whom You Have No Control

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  1. How to InfluenceThose Over Whom You Have No Control Lable Braun Organizational Development Director lable.braun@dialogic.com

  2. Are You in the Right Place? If you are here to learn how to use Interpersonal Martial Arts to Control Others … ... Then You're in the Wrong Place!

  3. Who Needs Influence? Everyone! “How to Influence Those Over Whom You Have No Control” Who Does this Include? Who do you have no Control Over? No matter how much AUTHORITY you Have, You Really Can't CONTROL anyone!

  4. Who Has the Ability to BE Influential? Everyone! “You don’t have to be a ‘person of influence’ to be influential. In fact, the most influential people in my life are probably not even aware of the things they’ve taught me.” • Scot Adams Author of “Dilbert”

  5. What Does the Word “Influence” Mean? Influence, in its most literal sense, means to “Flow Together” Flow is Powerful Flow Creates an Environment

  6. Unleashing the Power of Flow The key to successful leadership today is influence, not authority. - Ken Blanchard

  7. There is a Science to Changing Minds Source: “Changing Minds” by Howard Gardner

  8. Unleashing the Power of Flow Tips and Techniques

  9. Keeping it Logical • “Because” is the most powerful word in the English Language • We need to know the reason • It shows respect to explain “why” • Most people see themselves as reasonable and respond well to logic • Will my investment in your approach show a return? • Do we both envision success the same way? • Reason and Research can show “What’s In it For ME?” “The right to be heard does not automatically include the right to be taken seriously.” • Hubert Humphrey Former U.S. Vice President

  10. Reason and Research – An Example In the Information Age, Research is ubiquitous and easy to find. Do your homework! There is no Substitute for Knowing What You're Talking About Table 1: Leadership and Culture Impact For this chart, financial growth is measured from 1996 to 2005. The data reflects the scores of the twenty participating companies reporting the highest scores, and the twenty participating companies reporting the lowest scores in each category. Adaptive companies grow at a MUCH greater rate than non-adaptive companies. Source: Crawford’s 2005 Leadership & Culture Study, Crawford & Associates International

  11. Reason and Research Abusive Use of Reason Can be Hazardous To Your Health • Make sure you’re really using Reason, rather than just Semantics • Don’t be dismissed as an “Academic” • Be aware when the issue is Personal or Emotional • Honor the other dimensions of the decision-making process

  12. Establishing Resonance • Discuss items of agreement before items that are at issue • Find common allies • Discussing Common Interests is NOT “Wasting Time” • Make it easier and more beneficial to cooperate than to fight Get on the Same Side of the Table

  13. Dealing with Resistance • You may sometimes have to give up the joy of Justice for the sweetness of Success • Understand the Root Causes for Resistance • Honor Them • Address Them • Reposition the discussion • If you’re not making progress with one approach, try another • If you’re not making progress in one area, then move on • Once Trust and Rapport are established, circle back to issues you’ve had to move off of D C “You cannot antagonize and Influence at the Same Time.” - John Knox

  14. The Win/Lose Matrix – Know Who You’re Dealing With You Lose You Win Bully Teammate I Win I Win Try to reposition with Logic or with Resonance Understand Agenda Don’t betray their trust for short-term gain Deal openly and honestly You Lose You Win Kamikaze Martyr I Lose I Lose Try to deal with Root Cause of Anger If you can’t defuse, RUN!!! Futile to engage; it will hurt! Don’t trust their promises; they over-commit Work to lower their fear-level

  15. There’s a Real World out There • You won’t be able to influence everything you want to • People sometimes can’t give you what you need, even if they want to • You must determine if it’s a “Need” or a “Want” • If you really Need something from someone who can’t give it to you, you’ll have to search elsewhere “Give me Strength to change the things I can, Patience to endure the things I cannot change, and the Wisdom to know the difference between the two.” - Serenity Prayer

  16. Using Flow to Build an Environment of Influence “Setting an example is not the main means of influencing another, it is the only means.” - Albert Einstein

  17. For Influence to be Effective, the Environment Must be Conducive You've Got to Have Tools How do you build an environment? It’s like building anything else …

  18. What Differentiates Effective Teams from Ineffective Ones? Trust Goodwill/Cooperation Clarity of Purpose Knowledge Sharing Inspirational Leadership Team Brainstorming Respect for Individuals Conflict Management Team Learning Autonomy Project Management Alignment of Values Creative Dialogue Equipment & Facilities Appropriate Pressure Market/Client Awareness Professional Expertise 0 1 2 3 4 Source: Knowledge Team Effectiveness Profile Study of 500+ Knowledge Worker Teams For more information on using KTEP Assessments, visit www.great-teams.com

  19. How Do You get to an Environment in which Influence is Effective? Goodwill &Cooperation Dynamics Trust Respect for Individuals Team Brain-Storming Conflict Management Processes Creative Dialogue Team Learning Knowledge Sharing Inspirational Leadership Clarity of Purpose Project Management Leadership • Research shows there is a path one must follow from HERE to THERE: • Start with Leadership • Build Processes • Optimize Dynamics Source: Knowledge Team Effectiveness Profile Study of 500+ Knowledge Worker Teams For more information on using KTEP Assessments, visit www.great-teams.com

  20. Target the Sweet Spot The Sweet Spot INVEST Source: Knowledge Team Effectiveness Profile Study of 500+ Knowledge Worker Teams For more information on using KTEP Assessments, visit www.great-teams.com

  21. When Influence Isn’t Enough “Put your faith in God, but keep your gunpowder dry.” - Teddy Roosevelt

  22. When Influence Alone Isn’t Working • Consider the Cost of “Victory” • Will the result be a Toxic Environment? • Will you still be effective after “success”? • Short-Term Gains are tempting, but can lead to Long-Term Disaster • How much do you Need the Result? • Can you live with who you will be after “success”? There are Interpersonal Martial Artists out there. Do you want to be one of them?

  23. Put Your Faith in Influence • Flow has the most lasting impact • Flow has the most positive results

  24. Dialogic, Eicon, Eicon Networks, Diva, Diva Server, Connecting People to Information and EiconCards are trademarks or registered trademarks of Dialogic Corporation or its subsidiaries.

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