Influencing Without

Authority

Jaimon Jacob

Let us introduce each other!

Icebreaker

Purpose:

Use different methods of persuasion.

After completing this training, you

should be able to:

Explain the purpose of influence.

Identify the barriers to influence.

Influence your colleagues using an influence

strategy.

What is influence?

The power to get your work

done.

You influence:

Friends

Colleagues

Managers

What do you know about

influence?

Ask and get it

Think how to get it

Give and get it

External barriers to influence

Power differential

Different goals and objectives

Incompatible performance measures

Rivalry

Internal barriers to influence

Lack of knowledge

Attitudes

Fear

No focus

Overcoming the barriers

Relationship exists

Relationship does not exist

Step 1: Assume all are potential

allies

Step 2: Clarify your goals and

priorities

Step 3: Diagnose the world of the

other person

Step 4: Identify the relevant

Currencies; theirs and Yours

Step 5: Deal with relationships

Step 6: Influence through give and

take

Case study

Problem

Step 1:

Assume All are

Potential Allies

Step 2:

Clarify Your

Goals and

Priorities

Need

John’s

help for

half a day!

Step 3:

Diagnose the

World of the

Other Person

Step 4:

Identify

Relevant

Currencies;

Theirs and

Yours

I need more

resources to

help me!

Step 5: Deal

with

Relationships

Step 6:

Influence

Through Give

and Take

It’s your turn now…

References

Cohen, A. R., & Bradford, D. L. (2012). Influencing up. Hoboken, N.J.: Wiley.

Fisher, R., & Sharp, A. (1999). Getting it done: how to lead when you're not in

charge. New York: HarperPerennial.

Cohen, A. R., & Bradford, D. L. (1990). Influence without authority. New York: J.

Wiley.

The Influence Model. (n.d.). - Communication Skills Training From

MindTools.com. Retrieved August 21, 2013, from

http://www.mindtools.com/pages/article/influence-model.htm