Selling Your Ideas in the Absence of Authority. Elaine Seat, PhD, PE

Transcription

1 Selling Your Ideas in the Absence of Authority Elaine Seat, PhD, PE

2 Objectives At the end of this session you will: Understand how people gain power What you can do to influence others Get a plan of strategies for starting to get power and influence 2

3 Session Outline Understanding where power comes from Understanding what power and influence are and are not Understanding which influence tactics work Characteristics/traits/behaviors that work and don t work Getting a plan to improve your own personal influence 3

4 What Is Power? Power is the potential to influence behavior Power is all about relationships and the dependence between people 4

5 Why Power Matters People who have POWER and use it effectively; - attain desired jobs more quickly - make more money - are promoted more quickly 5

6 Power and Influence Myths Power & Influence are inherently slimy Rationality is the best form of influence Power stems solely from one s position Involving others & sharing power weakens your own position First impressions & good manners are old fashioned 6

7 Types of Power Legitimate Reward Coercive Connection Information Expert Referent 7

8 Influence Tactics Ingratiation Consultation Exchange Pressure Legitimizing Logic (Rational Persuasion) Coalition Personal Appeal Inspiration 8

9 Outcomes of Influence Attempts Commitment willing and enthusiastic, needed for complex tasks Compliance willing but apathetic; minimal effort; works for routine requests Resistance opposed to the request; actively tries to avoid doing it 9

10 Understanding Your Power Power Source Types of Power Influence Tactics Position Personal Legitimate Reward Coercive Connection Information Expert Referent Legitimization Consultatio n Rational Persuasion Ingratiation Exchange Pressure Coalitions Rational Persuasion Rational Persuasion Inspirational Appeal Personal Appeal 10

11 Consequences of Influence Tactics Tactic (in order of use) Resistance Outcome % Compliance Outcome % Commitment Outcome % Rational Persuasion Pressure Personal Appeal Exchange Ingratiation Coalition Legitimizing Consultation Inspirational Appeal

12 Six Characteristics that Derail Insensitive to others, abrasive, intimidating Cold, aloof, arrogant Betraying Other s trust Overly ambitious, playing politics & always trying to move up Unable to delegate or team build Over-dependent on others (e.g. a mentor) 12

13 Five Qualities for Promotion Agreeableness Conscientiousness Extraordinary Personal Effort Personal legitimacy Attractive-ness 13

14 Do Looks Really Matter? 14

15 Five Skills for Gaining Power Introducing Others First Impressions Being an Expert Social Networking Build your interpersonal skills 15

16 Summary of Key Points P&I are what enable to you make a difference Relationships and learning the skills to build relationships are important Building your leverage takes strategy and planning 16

17 Understanding & Building Leverage Tool Design Electrical Civil Maintenance Project Engr Mechanical Engr Purchasing Computer Support Higher Level than Me Same Level as Me JC GL KB Lower Level than Me KR Fill in the names of the people you socialize with regularly. Use at least two. (Lunch, drinks, discussion outside of scheduled work activities) 17

18 Understanding & Building Leverage Higher Level than Me Same Level as Me Lower Level than Me Tool Design JR JC GL KR DC Electrical Civil Maintenance Project Engr CC Shop Purchasing Computer Support KB Fill in the names of two people you can trust to provide you with honest feedback and put a square around them. 18

19 Understanding & Building Leverage Tool Design Electrical Civil Maintenance Project Engr Shop Purchasing Computer Support Higher Level than Me JR BL CC PD Same Level as Me JC GL KB Lower Level than Me KR DC Fill in the names of two people higher than you that are willing to meet with you and give advice if you ask. Put a triangle around them. 19

20 Understanding & Building Leverage Tool Design Electrical Civil Maintenance Project Engr Shop Purchasing Computer Support Higher Level than Me JR BL CC PD Same Level as Me JC GL KB RF Lower Level than Me KR DC ML WS Fill in the names of someone in each department that is in the know and can give you information on how to get things implemented in their department. Put a circle around them. 20

21 Understanding & Building Leverage Tool Design Electrical Civil Maintenance Project Engr Shop Purchasing Computer Support Higher Level than Me JR BL CC PD Same Level as Me JC GL EC WJ JA KB RT RF Lower Level than Me KR DC ML WS Write down your enemies. Underline them. Enemies can include those that hold back instead of helping (covert instead of overt) 21

22 Understanding & Building Leverage Tool Design Electrical Civil Maintenance Project Engr Shop Purchasing Computer Support Higher Level than Me JR BL CC PD HM Same Level as Me JC GL EC WJ JA BH KB RT RF Lower Level than Me KR DC ML WS Write down your Advocates. Put a star by them. Advocates are those that speak on your behalf when you are not there. 22

23 Analyzing Your Leverage Analyze where your network is strong Analyze where you have holes in your network What specific actions can you do to maintain your current leverage? What specific actions can you do to fill in the gaps in your leverage? 23

24 QUESTIONS? COMMENTS? 24

25 Selling Your Ideas in the Absence of Authority For questions or comments Elaine Seat Presentation available at ons.cfm 25