Transcription
The Power to InfluenceWithout AuthorityAndy Kaufman, PMP, PMI-ACPhttps://www.LinkedIn.com/in/buildleaders
Influence SituationsWhat are examplesof situations whereyou need to useinfluence?Slide 2
What Is Influence?“Influence means change creating change in someway. Change can be in anattitude; it can be in aperception; or a behavior.But in all instances, we can'tlay claim to influence untilwe can demonstrate thatwe've changed someone.”Slide 4Source: Interview with Guy Kawasaki,http://blog.guykawasaki.com/2006/04/book review inf.html#axzz1TWs1j7Hw
Influence or Manipulation?How would youdifferentiateinfluence frommanipulation?Slide 5
“Influence is what peopledo to help. If you're nothelping others, then you'renot doing it right.”Tim DavidAuthor of TRUE InfluencePeopleAndProjectsPodcast.com/194
Project Managersand Power Leadership & managementare about getting thingsdone, which can involveorganizational politicsInfluenceNegotiationAutonomyPower
“Top project managers areproactive and intentional whenit comes to power. Theseproject managers will work toacquire the power andauthority they need within theboundaries of organizationalpolicies, protocols, andprocedures rather than wait forit to be granted.”A Guide to the Project Management Body of Knowledge,(PMBOK Guide) – Sixth Edition
“Like dancing a beautifulballet in a minefield, if youignore the landmines, or donothing but complain aboutthem, you're likely lose afew toes.”Dan RustAuthor of Workplace PokerPeopleAndProjectsPodcast.com/154
Who Do You Have to Influence? Who (by name ordepartment) do youneed to “change”(influence)? What are some desiredresults for each? What makes it difficult toinfluence them?Slide 10
SCARF ModelNeuroLeadership Institutewww.NeuroLeadership.com
SCARF Model Status Certainty Autonomy Relatedness Fairness
Forms of Power from PMBOK Guide Reward Coercive Positional Referent Expert Informational Relational Ingratiating
“UC Berkeley professorJennifer Chatman, in anunpublished study, sought tosee if there was some pointbeyond which flattery becameineffective.”Jeffrey PfefferPower: Why Some People Have ItPeopleAndProjectsPodcast.com/200
“As she told me, there mightbe a point at which flatterybecame ineffective, but shecouldn’t find it in her data.”Jeffrey PfefferPower: Why Some People Have ItPeopleAndProjectsPodcast.com/200
Forms of Power from PMBOK Guide Reward Coercive Positional Referent Expert Informational Relational Ingratiating
“Hi! I’m Dr. RobertCialdini,persuasion &influence expert!”
Through extensiveresearch, identifiedsix weapons ofinfluence
Reciprocation Commitment &Consistency Social Proof Liking Authority Scarcity
“Hi! I’m Dr. AllanCohen, author ofInfluencewithoutAuthority!”
Cohen-Bradford Influence Model
How You Say It Matters Words matter. People respondto “free”, “now”, “I need yourhelp.” Use their name. Respectful transfer of emotion. Get them talking. Use pictures.
“The Cardinal Law ofPersuasion is to never makethe other person feelstupid.”Tim DavidAuthor of TRUE InfluencePeopleAndProjectsPodcast.com/194
“There's no question about it,there is one critical emotionyou need to express in almostany human interaction:confidence.”Tim DavidAuthor of TRUE InfluencePeopleAndProjectsPodcast.com/194
“People stop wanting tohelp when they feel anyhint of ingratitude.”Tim DavidAuthor of TRUE InfluencePeopleAndProjectsPodcast.com/194
Influence ScenarioIdentify an influencesituation and explore howyou can apply one or moreof the techniques.
Influence Techniques SCARFStatusCertaintyAutonomyRelatednessFairness Cialdini’s Weapons of InfluenceReciprocationCommitment & ConsistencySocial ProofLikingAuthorityScarcityGive people a reputation to live up to PMBOK GuideReward & CoerciveReferent & PositionalExpert & InformationalRelational & Ingratiating Tim DavidWords matterUse picturesRespectful transfer ofemotionGet them talkingDon’t insultConfidenceGratitude
Taking Action Watch for these techniques beingused Try a couple of them Let me know how it goes!
The Power to InfluenceWithout AuthorityAndy Kaufman, PMP, PMI-ACPhttps://www.LinkedIn.com/in/buildleaders
What Is Influence? "Influence means change creating change in some way. Change can be in an attitude; it can be in a perception; or a behavior. But in all instances, we can't lay claim to influence until we can demonstrate that we've changed someone." Slide 4 Source: Interview with Guy Kawasaki,
