1. How to Influence Others

2. The 5 Tactics of Influencing
Use of Power
Overcoming Resistance
Pitching Your Ideas
Creating Collaboration
Networking
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3. Tactic One
Power and the Art of Influencing Others
4. Leadership and Power
Power is the ability to mobilize the resources of others to get things done.
Positive power is the ability to influence others to willingly support a specific goal or course of action, while preserving or building the groups capacity to work together on future goals.
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5. Audience Types
Soldiers
Professionals
Analyticals
Saints & Friends
Partners
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Dealmakers
Consultants
Idealists
Obstructionists
6. Dealing With and Overcoming Resistance
Tactic Two
7. How to Handle Objections
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When faced with an objection:
Listen attentively without judging
Restate their key concerns and confirm understanding
Thank them for their input (if appropriate, admit shared concern)
Move forward by using one of the following tactics:
The Strategic Disengagement
The If-Not-Now-When? Question
The Nail-Down Question
The Piece-of-the-Pie Option
The What-Do-You-Need? Question
The Find-Another-Sponsor Approach
8. A Process for Surfacing Hidden Resistance
Give two good-faith responses
Check your gut feeling
Summarize what you see happening and ask Tell me whats really
Be quiet
If they level with you, then address their issue. If they say theres nothing else, use the nail-down close
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9. Pitching Your Ideas
Tactic Three
10. Six Keys to the Perfect Pitch
Know Your Stake Holders Discover Their Needs and Concerns in advance
Write your opponents brief before you even start your own
Start and End with Specific Mutual Interests
First sell the problem and get agreement on the problem
Tailor the Flow to Your Audience (Do you start with the problem, or the solution first?)
Remember the Paradox of Power: You have to give up control to gain influence.
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11. Tactic Four
Moving from Conflict to Collaboration
12. Tactics for Being More Collaborative
Confirm Mutual Interests
Depersonalize the Problems
Listen and Acknowledge Emotions and Concerns
Speak About Your Needs Rather than Others Intentions
Focus on Your Interests, Not Your Positions
Brainstorm Mutually Beneficial Options
Give and Demand Respect
Avoid Blaming, Complaining, Telling or Contradicting
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13. Building a Support Network
Tactic Five
14. The Nature of Networking
View A: The Less Effective View
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Strong
Network
New and
Greater Career
Opportunities
Greater
Organizational
Impact
View B: The More Effective View
Strong
Network
Greater
Organizational
Impact
New and
Greater Career
Opportunities
15. Five Principles for Effective Networking
Focus on Building Contribution
Dig Your Well Before Youre Thirsty
Build on a Foundation of Reciprocity
Make it a Deliberate but Everyday Work Activity
Leverage Differences
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16. Your 360 & Development Guide/FYI
17. Sample 360 Questions
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18. For Your Improvement
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19. For More Information Contact
Jan Gandy
jan.gandy@bwpmlp.com
Your ABL or HRBP
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Thank You