2012 NYS ACE Women’s Network Annual Conference

HOW TO TOOT YOUR OWN HORN WITHOUT BECOMING A ONE PERSON BAND!

Using INFLUENCE for

Navigating in Times of Turbulent Change

What are you doing now?

Do you identify the things that make you stand out, and find out how they relate to the opportunities available to you?

Have you uncovered the aspects of your life and work that need a bit of tweaking, and understand the threats your weaknesses expose you to?

Do you have a solid plan? Do you have influence strategies to get things done? Do you have a crystal clear picture of what you want

done?

How Ya’ Doin?

How are you being perceived by the public, your colleagues, your institution?

Do you have a seat at the table when decisions are made or are you the clean-up crew?

How do you make things happen when you may have little or no authority?

How do you toot your own horn?

Influence ???????????

We all rely on influence to get things done as it is a true leadership competency. Have you ever seen someone without any “real” or legitimate authority achieve more than a person with a fancy title?

Have you ever been in a position of authority, but still not felt powerful?

What if your team doesn’t see you as credible, relevant, or agreeable?

What is influence?

Influence, according to the Merriam-Webster dictionary, is the “act or power of producing

an effect without apparent force or direct authority.”

Nine Influence Strategies

EMPOWERMENT BEING AWARE OF OTHERS’ NEEDS NEOTIATING PROFESSIONAL RELATIONSHIPS ORGANIZATIONAL SAVVY SINGING THE COMPANY SONG -COMMON VISION KNOCK THEIR SOCKS OFF - IMPACT MANAGEMENT USE LOGIC COERCIVE

Based upon the work of French and Raven 1959; Influence Strategies Workbook by The Hay Group; Mindtools Ltd

EMPOWER

Finding a win-win solution

Fostering a team environment

Allowing for new ideas and different points of view

Giving credit

Showing confidence in others

BE AWARE OF OTHERS’ NEEDS

Figuring out what concerns or motivates the other person – what are their goals?

Being empatheticAsking questionsTailoring your approach to the other persons

needs or concernsDiagnose the other person’s world

NEGOTIATE

Knowing the other person’s sideDeciding what is your side? Are you clear on it?Offering rewards for doing what you want doneWIIFMAsking for more than you need or expectGoing for Win-winSaying “Let’s make a Deal”Reminding people what you did for themBelieving everyone is a potential ally

ESTABLISH PROFESSIONAL RELATIONSHIPS

Maintaining friendly communicationMaking and keeping a wide network – not just on

FacebookEstablishing constructive relationshipsGoing out of your way to help othersStaying in touchTaking an interest and LISTENINGFinding common ground

HAVE ORGANIZATIONAL SAVVY

Knowing who is REALLY in charge?Enlisting the support of key individualsIdentifying existing coalitionsKeeping your ear to the groundKnowing what is affecting higher education,

business, the economy outside the office doors?Joining the winning side (but be sure that side is

ethical!)Learning by other’s good examples

SING THE COMPANY SONG -COMMON VISION

Building pride in your colleaguesKnowing the goals and share themWearing the T-shirt, drinking from the mug, singing the songAppealing to values and principles

Hard WorkEthicsTeamworkSupport

Having an inspiring vision and talking about itDo you have a department vision statement?

KNOCK THEIR SOCKS OFF - IMPACT MANAGEMENTKnowing “company stories or legends”- culturePresenting ideas with confidence

Presentations skills trainingToastmasters International

Using high-impact examples, graphics, and visualsTelling your storiesBeing energeticLearning from othersTrying different techniques

USE LOGIC

Gathering data and informationConstructing logical argumentsBeing systematic and prepared – do your researchUnderstanding “Never ask a question that you

don’t already know the answer to”Being succinct and clearUsing concrete language (NOT-everyone, always,

never…)Being aware of emotional language and fillers

WHEN NECESSARY BE COERCIVE

Thinking “I’m gonna make you an offer you can’t refuse”

Considering other options first

Being clear about consequences and always following through

Being sure everyone is pulling their weight

Making requests reasonable and doable

Letting people know if there is an “or else”

WHAT IS MY SWOT?

With these strategies in mind which of these strategies are your:

STRENGTHS

WEAKNESSES

OPPORTUNITIES (for growth, for development, for changing my image)

THREATS (what stands in your way or is holding you back)

NOW??????

What are you going to do?

Creating and Living With Change

What would you like to see change in your organization, your career, your position?

What are you willing to do to create that change?

How much are you willing to risk create the change?

What influence strategies might you use to bring

about that change?

What change is occurring that you don’t like?

What influence strategies have you attempted to

influence that change?

If the change is inevitable what might you influence

how the change is rolled out?

How will you “get onboard” but continue to toot your

own horn and make sure are at the band practice

next time?

The best way to predict the future

is to create it!!!

Albert Einstein