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How to get buy-in from your senior stakeholders Liane Hawthorne, Account Director

How to get buy-in from your senior stakeholders Liane Hawthorne, Account Director. The Myers Briggs Type Indicator. Recommended for anyone who works anywhere other than a one-man capsule in outer space(and arguably even then...)! Andrew McAllister, Foreign and Commonwealth Office. “. ”.

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How to get buy-in from your senior stakeholders Liane Hawthorne, Account Director

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  1. How to get buy-in from your senior stakeholdersLiane Hawthorne, Account Director

  2. The Myers Briggs Type Indicator Recommended for anyone who works anywhere other than a one-man capsule in outer space(and arguably even then...)! Andrew McAllister, Foreign and Commonwealth Office “ ”

  3. Today’s session • Learn how to confidently articulate the business benefits of the MBTI to your stakeholders • Consider how best to influence your senior stakeholders using type • Take-aways to help you better influence stakeholders

  4. Reminder of the features and benefits Key features • Explores 16 personality types, acknowledging that all types have value • Carries outstanding credentials • Eleven comprehensive application reports that let you get straight to the heart of an issue • Available online in 27 languages • Opportunity to extend exploration to type dynamics and MBTI Step II

  5. Reminder of the features and benefits Benefits • Simple yet versatile • Longevity • Breadth and depth • Provides a common language • More applications than any other personality tool • Focus on authenticity • Millions of users and unrivalled resources and training

  6. Classic concerns and objections Why use a personality tool? I thought it was only for managers... It’s too expensive Is it really valid? I’ve had a bad experience in the past I only have an hour to invest I’ve been “MBTI’d” before I don’t want to be put in a box People forget their “letters” What value does it bring to the workplace? I want to know how they behave not just what they prefer

  7. Lasting buy-in comes from delivery • Set expectations • What will they get / not get • Be clear about what part you have to play • Be clear about what part they have to play • Tailor the message to your audience • Seek support from OPP • Make it a journey

  8. Influencing your stakeholders using type

  9. Impact of MBTI on your style • EI – style of initial contact and interaction • SN – exploring the reality and the future • TF – evaluating and deciding on information • JP – focus on next steps and agreement

  10. And on into the functional pairs Middle two letters = the functions Taking in information • Making decisions

  11. ST Tend to • Be practical and value factual information • Focus on what is essential • Like time to absorb information • Logically compare facts • Be interested in what is sensible and efficient Therefore when influencing STs • Be factual, don’t make things up or waffle • Share your knowledge and competence • Be honest and straight forward in your approach • Be professional , don’t be overly familiar • Be prepared • Focus on relevant details

  12. SF Tend to • Be personal and practical, and talk about their experiences • Not like complicated processes but want complete information • Be warm, friendly and approachable • Use personal inclusive words and phrases • Value personal service and loyalty Therefore when influencing SFs • Listen to what they say and how they say it, and let them know you have heard them • Give your full attention • Give them time, don’t rush them • Provide factual information but with a personal focus for them • Offer other people’s opinions • Provide personal experiences and viewpoints

  13. NF Tend to • Find meaning in ambiguity • Imagine potential outcomes • Use words to paint pictures • Speak diplomatically Therefore when influencing NFs • Treat respectfully • Value individuality, don’t group then with other people • Give them space • Offer new and innovative ideas • Provide overall approach and later add detail if asked • Take time to discuss and understand needs • Provide range of possibilities

  14. NT Tend to • Have a large vocabulary and are precise in their use of language • Be interested in possibilities • Like straight forward information with alternatives • Check for discrepancies • Use ‘dark’ humour Therefore when influencing NTs • Be respectful, don’t be personal • Demonstrate your competence and knowledge • Give high level overview and detail if required • Provide options and choice • Offer new, innovative solutions • Be honest, don’t try and bluff

  15. Let’s have a go • Find someone with a different functional pair • Take it in turns to play the stakeholder and the MBTI practitioner • Get into pairs and discuss the MBTI in a way that can appeal to all of the preferences. Try to focus the conversation around how you can influence your audience around why they would choose the MBTI.

  16. Summary MBTI Teambuilding Program Leader’s Resource Guide, S. Hirsch

  17. Resources available to you • Data sheet • Sample reports • Case studies • “Use With” Guides • www.opp.com/en/blog • Type and Selling booklet • Flip-a-Type-Tip! • Today’s take-aways • Talk to us

  18. Thank you!

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