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Selling Your Ideas in the Absence of Authority

Selling Your Ideas in the Absence of Authority. Elaine Seat, PhD, PE elaine.seat@circlespring.com. 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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Selling Your Ideas in the Absence of Authority

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  1. Selling Your Ideas in the Absence of Authority Elaine Seat, PhD, PE elaine.seat@circlespring.com

  2. 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

  3. 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

  4. What Is Power? Power is the potential to influence behavior Power is all about relationships and the dependence between people

  5. Why Power Matters People who have POWER and use it effectively; • attain desired jobs more quickly • make more money - are promoted more quickly

  6. 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

  7. Types of Power • Expert • Connection • Legitimate • Reward • Coercive • Information • Referent

  8. Influence Tactics • Ingratiation • Consultation • Exchange • Inspiration • Personal Appeal • Pressure • Logic (Rational Persuasion) • Legitimizing • Coalition

  9. Understanding Your Power Power Source Position Personal

  10. Consequences of Influence Tactics

  11. 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)

  12. Five Qualities for Promotion • Attractiveness • Conscientiousness • Extraordinary Personal Effort • Personal legitimacy • Agreeable-ness

  13. Do Looks Really Matter?

  14. Five Skills for Gaining Power • Introducing Others • First Impressions • Being an Expert • Social Networking • Build your interpersonal skills

  15. The Spiderweb

  16. The Spiderweb

  17. The Spiderweb

  18. The Spiderweb

  19. The Spiderweb OPPORTUNITY!

  20. 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

  21. 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

  22. QUESTIONS?COMMENTS?

  23. Getting your own Plan • List 3 personal characteristics you have that are a plus with your P&I • List 3 personal characteristics you have that hinder your P&I • Of the 3 that hinder, which one are you most willing to change? • What specifically are you going to do differently? When will you start?

  24. 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

  25. Selling Your Ideas in the Absence of Authority

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