How to Influence
Those Over Whom
You Have No Control
Lable Braun
Organizational Development Director
[email protected]
Are You in the Right Place?
If you are here to learn how to use
Interpersonal Martial Arts to Control Others …
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2007 copyright Dialogic Corporation © All rights reserved.
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Who Needs Influence?
“How to Influence Those Over Whom You Have No
Control”
Who Does this Include? Who do you have no Control
Over?
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Who Has the Ability to BE Influential?
“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”
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2007 copyright Dialogic Corporation © All rights reserved.
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What Does the Word “Influence” Mean?
Influence, in its most literal sense, means
to “Flow Together”
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Unleashing the Power of
Flow
The key to successful leadership today is influence, not authority.
- Ken Blanchard
There is a Science to Changing Minds
Source: “Changing Minds” by Howard Gardner
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Unleashing the Power of Flow
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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
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Reason and Research – An Example
In the Information
Age, Research is
ubiquitous and easy
to find. Do your
homework!
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.
Source: Crawford’s 2005 Leadership & Culture Study, Crawford & Associates International
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Reason and Research
• 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
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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
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2007 copyright Dialogic Corporation © All rights reserved.
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Dealing with Resistance
•
D
C
•
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
“You cannot antagonize and Influence at
the Same Time.”
- John Knox
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You Lose
I Win
I Win
The Win/Lose Matrix –
Know Who You’re Dealing With
Bully
Try to reposition with
Logic or with
Resonance
Kamikaze
Try to deal with Root Cause
of Anger
I Lose
I Lose
You Lose
If you can’t defuse, RUN!!!
Futile to engage; it will hurt!
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2007 copyright Dialogic Corporation © All rights reserved.
Teammate
Don’t betray their trust
for short-term gain
Deal openly and
honestly
Understand Agenda
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You Win
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You Win
Martyr
Don’t trust their promises;
they over-commit
Work to lower their fearlevel
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There’s a Real World out There
“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
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2007 copyright Dialogic Corporation © All rights reserved.
• 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
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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
For Influence to be Effective, the
Environment Must be Conducive
How do you build an environment?
It’s like building anything else …
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2007 copyright Dialogic Corporation © All rights reserved.
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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
Source: Knowledge Team Effectiveness Profile Study of 500+ Knowledge Worker Teams
For more information on using KTEP Assessments, visit www.great-teams.com
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4
How Do You get to an Environment in which
Influence is Effective?
Research
shows there is
a path one
must follow
from HERE to
THERE:
•Start with
Leadership
•Build
Processes
•Optimize
Dynamics
Goodwill &
Cooperation
Dynamics
Respect for
Individuals
Trust
Team BrainStorming
Conflict
Management
Processes
Creative
Dialogue
Team
Learning
Knowledge
Sharing
Inspirational
Leadership
Clarity of
Purpose
Project
Management
Leadership
Source: Knowledge Team Effectiveness Profile Study of 500+ Knowledge Worker Teams
For more information on using KTEP Assessments, visit www.great-teams.com
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2007 copyright Dialogic Corporation © All rights reserved.
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Target the Sweet Spot
The
Sweet
Spot
Source: Knowledge Team Effectiveness Profile Study of 500+ Knowledge Worker Teams
For more information on using KTEP Assessments, visit www.great-teams.com
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Page 21
When Influence Isn’t Enough
“Put your faith in God, but keep your gunpowder dry.”
- Teddy Roosevelt
When Influence Alone Isn’t Working
There are Interpersonal
Martial Artists out there.
Do you want to be one of
them?
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2007 copyright Dialogic Corporation © All rights reserved.
• 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”?
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Put Your Faith in Influence
• Flow has the
most lasting
impact
• Flow has the
most positive
results
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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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