Influencing: Achieve Results without the Authority
- Introduction
- Exercise: The primary obstacle to getting results through others
- Understanding mutual goals and partnering
- Exploring barriers to partnering
- Getting Results with a Consultative Approach
- Authority, Influence, Power, and Results
- Consulting as a tool
- Five Steps to getting others to achieve goals
- Developing positive ongoing relationships as a tool to get results
- Rapport building: How to make it work
- Setting Goals and Understanding Implied Contracts
- Setting mutual goals
- Changing “requirements” and “features” to operational issues, e.g., financial constraints, user needs, skill level and misperceptions
- Recognizing differences in communicating and decision-making styles that can be misperceived as conflicting goals
- Turning negative situations into positive ones through reflecting, interpreting non-verbal communications, and asking leading questions
- Problem Solving and Diagnosis
- Dealing with negativity
- Partnering through problem solving
- Making phone calls and voice mail messages seem like in-person interactions
- The research process: Your role as they achieve results
- The interview process: Questioning to uncover the real needs and issues to bring the others to your side
- Presenting Ideas, Recommendations and Solutions that Influence Actions
- Preparing for dealing with resistance
- Ten most common resistance behaviors and how to deal with them
- Preparing for the feedback meeting; gathering allies, designing collaborative dialog
- Presentation openings and closings that grab; presentation formats and styles that influence others
- Persuasion techniques for getting others to say “yes”
- Helping others who can’t (or won’t) decide and more forward
- Follow Through
- The difference between follow through and follow up
- Partnering with other internal clients, becoming one voice to external clients
- Mastering the five steps to getting results through others
- Applying the Lessons Learned
