Influencing for Leaders - IOSH · Uncovered 3 x dimensions of 6 x team behaviours that explained...

Influencing for Leaders

Paul Hughes, Head of the Praxis Centre for Personal

Leadership Development

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© Cranfield University 2016 All rights reserved

A little about us….

The Praxis Centre for Personal Leadership Development

A little about us….

The Praxis Centre for Personal Leadership Development

Located within Strategy, People and Leadership Community

Focus on an individual's (or groups of individual’s) personal

development Typically personal insight ahead of knowledge transfer

Themes and programmes: Leadership of Self and Others

Managing Personal Presence and Networks

History and heritage at Cranfield Longest running programme - 35 years

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© Cranfield University 4

Cranfield School of Management

1st in the World for Global DeliveryTop 10 in the World for Company Programmes

Why do we need to influence?


Experience

Biases

Power

Groups

Assumptions

Values

Education

Perspectives

Frames

Alliances

Interests

Alliances

Personality

Beliefs

Expertise


We often don’t all have a ‘shared logic’ and this makes it hard

to work together effectively.

This creates space for irrationality and disagreement.

Logic alone is rarely enough to motivate or inspire.

Influencing your Team

Influence within your Team

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11© Alexander Mackenzie



Logos relies on — as the word implies — logic. It is the part of any

presentation or communication that uses fact, rational argument and

intellectual intelligence to persuade and influence conceptually. It is

most effective when delivered with clear articulated language.

Pathos connects to the heart qualities of what is being said. It relies on emotional

intelligence and is central to the skill of persuasion. Storytelling, sharing personal

anecdotes and metaphors are used to reinforce the logical argument.

Ethos. Before you can convince an audience to accept anything you say, they have to

accept you as believable. This relies on a visceral intelligence that shows itself in the quality

of presence and personal conviction that is demonstrated by the communicator. Ethos is

your level of authenticity as perceived by your audience.



https://youtu.be/592qeCgxCko

https://youtu.be/592qeCgxCko



Logos relies on — as the word implies — logic. It is the part of any

presentation or communication that uses fact, rational argument and

intellectual intelligence to persuade and influence conceptually. It is

most effective when delivered with clear articulated language.

Pathos connects to the heart qualities of what is being said. It relies on emotional

intelligence and is central to the skill of persuasion. Storytelling, sharing personal

anecdotes and metaphors are used to reinforce the logical argument.

Ethos. Before you can convince an audience to accept anything you say, they have to

accept you as believable. This relies on a visceral intelligence that shows itself in the quality

of presence and personal conviction that is demonstrated by the communicator. Ethos is

your level of authenticity as perceived by your audience.



Logos — the rational argument was............?

Pathos connects to the heart qualities of what is being said. The

appeal to the heart was......................?

Ethos. What made this believable and credible...............?



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‘Losada’ Team Research – Style of Influence Affects Team Performance

Analysis of successful / non successful teams in laboratory / real life situations

30% teams rated high (flourishing)

50% teams were rated medium (coping)

20% teams rated low (languishing)

Uncovered 3 x dimensions of 6 x team behaviours that explained the difference in performance:

‘Demonstrations of interest in One’s Self v. Interest in Others’

‘Utterances of Inquiry v. Advocacy’

‘Positive Expressions v. Negative Expressions’

Influencing within your

Team

Self:Other

Positivity:Negativity

Inquiry:Advocacy

Influencing within a Team

Inquiry ?

Advocacy

0.052:1

Interest in Self

Interest in Others

0.034:1

Behaviour Ratio

Positive Expressions

Negative Expressions

+ + + +

0.363:1- - - - - - - - - - -

Spotting “Languishing” Low

Performing Teams

Behaviour Ratio

Interest in Self

Interest in Others

0.622:1



1.852:1

+ + + + ++ + ++

+ + + + ++ + ++

- - - - - - - - - -

Inquiry

Advocacy

0.667:1

? ? ? ?

Spotting “Coping” Medium

Performing Teams

Interest in Self

Interest in Others

Inquiry

Advocacy

1.143:1

0.935:1

Behaviour Ratio

? ? ? ? ? ? ? ? ? ? ?



5.614:1

+ + + + ++ + ++ ++

- - - - - -

+ + + + ++ + ++ ++

+ + + + ++ + ++ ++

Spotting “Flourishing” High

Performing Teams

Intervening to make a team

more successful

Inquiry Vs Advocacy Interest in Self Vs Interest in Others

Positive Expressions Vs Negative Expressions

Languishing 0.052:1 0.034:1 0.363:1

Coping 0.667:1 0.622:1 1.852:1

Flourishing 1.143:1 0.935:1 5.614:1

A

Languishing

Team

A Coping

Team

A

Flourishing

Team



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Influencing for Leaders - IOSH · Uncovered 3 x dimensions of 6 x team behaviours that explained...

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