The Power to Influence Without Authority. Andy Kaufman, PMP, PMI-ACP
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1 The Power to Influence Without Authority Andy Kaufman, PMP, PMI-ACP
2 Influence Situations What are examples of situations where you need to use influence? Slide 2
3 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,
4 Influence or Manipulation? How would you differentiate influence from manipulation? Slide 5
5 Influence is what people do to help. If you're not helping others, then you're not doing it right. Tim David Author of TRUE Influence PeopleAndProjectsPodcast.com/194
6 Project Managers and Power Leadership & management are about getting things done, which can involve organizational politics Influence Negotiation Autonomy Power
7 Top project managers are proactive and intentional when it comes to power. These project managers will work to acquire the power and authority they need within the boundaries of organizational policies, protocols, and procedures rather than wait for it to be granted. A Guide to the Project Management Body of Knowledge, (PMBOK Guide) Sixth Edition
8 Like dancing a beautiful ballet in a minefield, if you ignore the landmines, or do nothing but complain about them, you're likely lose a few toes. Dan Rust Author of Workplace Poker PeopleAndProjectsPodcast.com/154
9 Who Do You Have to Influence? Who (by name or department) do you need to change (influence)? What are some desired results for each? What makes it difficult to influence them? Slide 10
10 SCARF Model NeuroLeadership Institute
11 SCARF Model Status Certainty Autonomy Relatedness Fairness
12 Forms of Power from PMBOK Guide Reward Coercive Positional Referent Expert Informational Relational Ingratiating
13 UC Berkeley professor Jennifer Chatman, in an unpublished study, sought to see if there was some point beyond which flattery became ineffective. Jeffrey Pfeffer Power: Why Some People Have It PeopleAndProjectsPodcast.com/200
14 As she told me, there might be a point at which flattery became ineffective, but she couldn t find it in her data. Jeffrey Pfeffer Power: Why Some People Have It PeopleAndProjectsPodcast.com/200
15 Forms of Power from PMBOK Guide Reward Coercive Positional Referent Expert Informational Relational Ingratiating
16 Hi! I m Dr. Robert Cialdini, persuasion & influence expert!
17 Through extensive research, identified six weapons of influence
18 Reciprocation Commitment & Consistency Social Proof Liking Authority Scarcity
19 Hi! I m Dr. Allan Cohen, author of Influence without Authority!
20 Cohen-Bradford Influence Model
21 How You Say It Matters Words matter. People respond to free, now, I need your help. Use their name. Respectful transfer of emotion. Get them talking. Use pictures.
22 The Cardinal Law of Persuasion is to never make the other person feel stupid. Tim David Author of TRUE Influence PeopleAndProjectsPodcast.com/194
23 There's no question about it, there is one critical emotion you need to express in almost any human interaction: confidence. Tim David Author of TRUE Influence PeopleAndProjectsPodcast.com/194
24 People stop wanting to help when they feel any hint of ingratitude. Tim David Author of TRUE Influence PeopleAndProjectsPodcast.com/194
25 Influence Scenario Identify an influence situation and explore how you can apply one or more of the techniques.
26 Influence Techniques SCARF Status Certainty Autonomy Relatedness Fairness Cialdini s Weapons of Influence Reciprocation Commitment & Consistency Social Proof Liking Authority Scarcity Give people a reputation to live up to PMBOK Guide Reward & Coercive Referent & Positional Expert & Informational Relational & Ingratiating Tim David Words matter Use pictures Respectful transfer of emotion Get them talking Don t insult Confidence Gratitude
27 Taking Action Watch for these techniques being used Try a couple of them Let me know how it goes!
28 The Power to Influence Without Authority Andy Kaufman, PMP, PMI-ACP
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