How Teams Work Influence Strategies
- 1. Helping Teams Work 8 of 12 Influence Strategies www.create-learning.com
- 2. Hello – I’m Mike Cardus of Create-Learning Team Building & Leadership. An expert in creating & sustaining high performance teams. www.create-learning.com
- 3. Do’s and Don’ts For Dealing With Resistance To Your Project Identifying Reasons People May Resist Your Project Recognizing Resistance To Your Project Is Your Data Persuasive? Influence Strategies Dealing With Team Problems Dealing With Difficult Team Members Handling Team Conflict Through Compromising vs. Consensus-Seeking Conflict Management Approaches Making Team Decision Through Consensus Running the Team Meeting Team Leaders’ Biggest Team Meeting Mistake www.create-learning.com
- 4. 5 Ways to Influence People As you work to complete your Team Project, you will have to influence many people in order to get cooperation for your project, and the same approach doesn’t work with everyone. So you’ll need to be familiar with a variety of influence approaches (or strategies) and know how to choose among them. Definition Influence refers to the use of personal energy to create an impact upon, redirect, or change the outcome of a particular situation. www.create-learning.com
- 5. Key Principle: Influence strategies fall on a continuum. The one end being those that push people into action and the other being those that pull them (i.e. create a situation in which people want to do something). What makes one influence strategy more appropriate than another is a combination of: The situation You and your capacity to influence The person you’re trying to influence www.create-learning.com
- 6. Biggest Influencing Mistake Communication Mismatch When it’s time to influence people, many managers tend to reach for the same strategy every time: persuasion. In many cases, this is a good approach and works quite well. But some managers often do this even when the other person already has the data/information, or has already taken it into consideration, or is not open to hearing it. In these situations, persuasion does not work. www.create-learning.com
- 7. Have you taken these steps? Where it makes sense you’ve simply asked the other person. (Note: this sends a positive signal: i.e. that you view the other person’s interests as important.) You’ve checked with others who know this person better or are in a better position to ask about interests. You’ve made inferences about what matters to the person based on his/her position, department goals, public behavior or comments, etc… You’ve imagined yourself in the other person’s position and have made a list of what would be important to you if you were that person. Have you Considered These Possible Interest? Desire to keep job Money Resources Need to be seen as competent Need to prove value to the organization Reputation Others’ perceptions Power Control over events or departments Fairness Saving face Concerns about a relationship Setting a precedent Checklist: Identifying Others’ Interest www.create-learning.com
- 8. What to Do When You’re Negotiating 1. Identify the issue: what you’re negotiating about. 2. Identify your own and the others person’s interests (see Checklist: Identify Others’ Interests for guidance). 3. Focus on interests rather than positions. Think about what you have to offer the other person (i.e. how you might satisfy his/her interests), and how to make your offer attractive to this person. Think about what he or she has that would satisfy your interests; don’t be afraid to ask for what you want or suggest trades. 4. If the other person’s style bothers you, don’t let it get in the way of negotiating. The goal is to get both parties’ interests satisfied, not to become best friends. 5. Generate alternatives, discuss them, evaluate, select, and implement. 6. Repeat as necessary. www.create-learning.com
- 9. You can influence effectively when you identify your own interests and those of the person whose cooperation you need. http://www.flickr.com/photos/jdhancock/8402660230 www.create-learning.com
- 10. Do’s and Don’ts For Dealing With Resistance To Your Project Identifying Reasons People May Resist Your Project Recognizing Resistance To Your Project Is Your Data Persuasive? Influence Strategies Dealing With Team Problems Dealing With Difficult Team Members Handling Team Conflict Through Compromising vs. Consensus-Seeking Conflict Management Approaches Making Team Decision Through Consensus Running the Team Meeting Team Leaders’ Biggest Team Meeting Mistake www.create-learning.com
- 11. Helping Teams Work 8 of 12 Influence Strategies www.create-learning.com