close

Вход

Забыли?

вход по аккаунту

?

Selling Your Ideas in the Absence of Authority

код для вставкиСкачать
Selling Your Ideas in the Absence of Authority
Elaine Seat, PhD, PE
elaine.seat@circlespring.com
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
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
What Is Power?
Power is the potential to
influence behavior
Power is all about relationships
and the dependence between
people
Why Power Matters
People who have POWER and use it
effectively;
- attain desired jobs more quickly
- make more money
- are promoted more quickly
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
Types of Power
•
•
•
•
•
•
•
Expert
Connection
Legitimate
Reward
Coercive
Information
Referent
Influence Tactics
•
•
•
•
•
Ingratiation
Consultation
Exchange
Inspiration
Personal Appeal
• Pressure
• Logic (Rational
Persuasion)
• Legitimizing
• Coalition
Understanding Your Power
Power Position
Source
Personal
Types of
Power
Legitimate
Reward
Coercive
Connection
Information
Expert
Referent
Influence
Tactics
Legitimization
Exchange
Pressure
Coalitions
Rational
Persuasion
Rational
Persuasion
Inspirational
Appeal
Consultatio
n
Rational
Persuasion
Ingratiation
Personal
Appeal
Consequences of Influence Tactics
Resistance
Outcome %
Compliance
Outcome %
Commitment
Outcome %
Rational Persuasion
47
30
23
Pressure
56
41
3
Personal Appeal
25
33
42
Exchange
24
41
35
Ingratiation
41
28
31
Coalition
53
44
3
Legitimizing
44
56
0
Consultation
18
27
55
Inspirational Appeal
0
10
90
Tactic (in order of use)
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)
Five Qualities for Promotion
•
•
•
•
•
Attractiveness
Conscientiousness
Extraordinary Personal Effort
Personal legitimacy
Agreeable-ness
Do Looks Really Matter?
Five Skills for Gaining Power
•
•
•
•
•
Introducing Others
First Impressions
Being an Expert
Social Networking
Build your interpersonal skills
The Spiderweb
The Spiderweb
The Spiderweb
The Spiderweb
The Spiderweb
Social Networking
• Have a positive outlook on asking for help
and soliciting support
• Go beyond work and be active in other
groups
• Manage the contacts you make
• Be a Friend – support others
The Bottom Line
Having Influence is about:
- valuing both emotion and the task
- getting to know lots of people
- getting your part done well & on time
- seeing the world as a place of
abundance instead of scarcity
- making your engineering know-how
be one of a many tools in your toolbox
QUESTIONS?
COMMENTS?
Getting your own Plan
1. List 3 personal characteristics you
have that are a plus with your P&I
2. List 3 personal characteristics you
have that hinder your P&I
3. Of the 3 that hinder, which one are
you most willing to change?
4. What specifically are you going to do
differently? When will you start?
Summary of Key Points
• P&I are what enable to you make a
difference
• Relationships and learning the skills
to build relationships are important
• You can learn skills that will help
you achieve P&I
Contact Information
• Elaine Seat
• 865-277-6800
• elaine.seat@circlespring.com
This presentation will be posted on
the 2011 LTC Web Site, at
http://www.asmeconferences.org/ltc1
1/presentations.cfm
Selling Your Ideas in the
Absence of Authority
For questions or comments
Elaine Seat
865-277-6800
elaine.seat@circlespring.com
Presentation available at
events.asme.org/ltc11
/presentations.cfm
26
Документ
Категория
Презентации
Просмотров
8
Размер файла
2 133 Кб
Теги
1/--страниц
Пожаловаться на содержимое документа