Selling Your Ideas in the Absence of Authority Elaine Seat, PhD, PE [email protected].
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Transcript of Selling Your Ideas in the Absence of Authority Elaine Seat, PhD, PE [email protected].
![Page 2: Selling Your Ideas in the Absence of Authority Elaine Seat, PhD, PE elaine.seat@circlespring.com.](https://reader030.fdocuments.in/reader030/viewer/2022032702/56649f4a5503460f94c6bc35/html5/thumbnails/2.jpg)
Objectives
At the end of this session you will:
– Understand how people gain power
– What you can do to influence others
– Get a plan of strategies for starting to get power and influence
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Session Outline
• Understanding where power comes from
• Understanding what power and influence are and are not
• Understanding which influence tactics work
• Characteristics/traits/behaviors that work and don’t work
• Getting a plan to improve your own personal influence
![Page 4: Selling Your Ideas in the Absence of Authority Elaine Seat, PhD, PE elaine.seat@circlespring.com.](https://reader030.fdocuments.in/reader030/viewer/2022032702/56649f4a5503460f94c6bc35/html5/thumbnails/4.jpg)
What Is Power?Power is the potential to
influence behavior
Power is all about relationships and the dependence between
people
![Page 5: Selling Your Ideas in the Absence of Authority Elaine Seat, PhD, PE elaine.seat@circlespring.com.](https://reader030.fdocuments.in/reader030/viewer/2022032702/56649f4a5503460f94c6bc35/html5/thumbnails/5.jpg)
Why Power Matters
People who have POWER and use it effectively;
- attain desired jobs more quickly
- make more money
- are promoted more quickly
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Power and Influence Myths
• Power & Influence are inherently slimy
• Rationality is the best form of influence
• Power stems solely from one’s position
• Involving others & sharing power weakens your own position
• First impressions & good manners are old fashioned
![Page 7: Selling Your Ideas in the Absence of Authority Elaine Seat, PhD, PE elaine.seat@circlespring.com.](https://reader030.fdocuments.in/reader030/viewer/2022032702/56649f4a5503460f94c6bc35/html5/thumbnails/7.jpg)
Types of Power
• Expert
• Connection
• Legitimate
• Reward
• Coercive
• Information
• Referent
![Page 8: Selling Your Ideas in the Absence of Authority Elaine Seat, PhD, PE elaine.seat@circlespring.com.](https://reader030.fdocuments.in/reader030/viewer/2022032702/56649f4a5503460f94c6bc35/html5/thumbnails/8.jpg)
Influence Tactics
• Ingratiation• Consultation• Exchange• Inspiration• Personal Appeal
• Pressure• Logic (Rational
Persuasion)• Legitimizing• Coalition
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Understanding Your Power
Position Personal
Types of Power
Legitimate Reward Coercive Connection Information Expert Referent
InfluenceTactics
Legitimi-zation
Exchange Pressure Coalitions RationalPersuasion
RationalPersuasion
InspirationalAppeal
Consultation
PersonalAppeal
RationalPersuasion
Ingratiation
PowerSource
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Consequences of Influence Tactics
Tactic (in order of use)Resistance
Outcome %Compliance Outcome %
Commitment Outcome %
Rational Persuasion 47 30 23
Pressure 56 41 3
Personal Appeal 25 33 42
Exchange 24 41 35
Ingratiation 41 28 31
Coalition 53 44 3
Legitimizing 44 56 0
Consultation 18 27 55
Inspirational Appeal 0 10 90
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Six Characteristics that Derail
• Insensitive to others, abrasive, intimidating
• Cold, aloof, arrogant
• Betraying Other’s trust
• Overly ambitious, playing politics & always trying to move up
• Unable to delegate or team build
• Over-dependent on others (e.g. a mentor)
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Five Qualities for Promotion
• Attractiveness
• Conscientiousness
• Extraordinary Personal Effort
• Personal legitimacy
• Agreeable-ness
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Do Looks Really Matter?
![Page 14: Selling Your Ideas in the Absence of Authority Elaine Seat, PhD, PE elaine.seat@circlespring.com.](https://reader030.fdocuments.in/reader030/viewer/2022032702/56649f4a5503460f94c6bc35/html5/thumbnails/14.jpg)
Five Skills for Gaining Power
• Introducing Others
• First Impressions
• Being an Expert
• Social Networking
• Build your interpersonal skills
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The Spiderweb
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The Spiderweb
![Page 17: Selling Your Ideas in the Absence of Authority Elaine Seat, PhD, PE elaine.seat@circlespring.com.](https://reader030.fdocuments.in/reader030/viewer/2022032702/56649f4a5503460f94c6bc35/html5/thumbnails/17.jpg)
The Spiderweb
![Page 18: Selling Your Ideas in the Absence of Authority Elaine Seat, PhD, PE elaine.seat@circlespring.com.](https://reader030.fdocuments.in/reader030/viewer/2022032702/56649f4a5503460f94c6bc35/html5/thumbnails/18.jpg)
The Spiderweb
![Page 19: Selling Your Ideas in the Absence of Authority Elaine Seat, PhD, PE elaine.seat@circlespring.com.](https://reader030.fdocuments.in/reader030/viewer/2022032702/56649f4a5503460f94c6bc35/html5/thumbnails/19.jpg)
The Spiderweb
![Page 20: Selling Your Ideas in the Absence of Authority Elaine Seat, PhD, PE elaine.seat@circlespring.com.](https://reader030.fdocuments.in/reader030/viewer/2022032702/56649f4a5503460f94c6bc35/html5/thumbnails/20.jpg)
Social Networking
• Have a positive outlook on asking for help and soliciting support
• Go beyond work and be active in other groups
• Manage the contacts you make
• Be a Friend – support others
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The Bottom Line
Having Influence is about:- valuing both emotion and the task- getting to know lots of people- getting your part done well & on time- seeing the world as a place of abundance instead of scarcity- making your engineering know-how be one of a many tools in your toolbox
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![Page 23: Selling Your Ideas in the Absence of Authority Elaine Seat, PhD, PE elaine.seat@circlespring.com.](https://reader030.fdocuments.in/reader030/viewer/2022032702/56649f4a5503460f94c6bc35/html5/thumbnails/23.jpg)
Getting your own Plan
1. List 3 personal characteristics you have that are a plus with your P&I
2. List 3 personal characteristics you have that hinder your P&I
3. Of the 3 that hinder, which one are you most willing to change?
4. What specifically are you going to do differently? When will you start?
![Page 24: Selling Your Ideas in the Absence of Authority Elaine Seat, PhD, PE elaine.seat@circlespring.com.](https://reader030.fdocuments.in/reader030/viewer/2022032702/56649f4a5503460f94c6bc35/html5/thumbnails/24.jpg)
Summary of Key Points
• P&I are what enable to you make a difference
• Relationships and learning the skills to build relationships are important
• You can learn skills that will help you achieve P&I
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Selling Your Ideas in the Absence of Authority