Influencing In a Team: How to Get a Roomful of Leaders to Get Things

Done Presented by: Rick Lepsinger, President

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Objectives

Learn four influence behaviors effective leaders use to build commitment among people who have competing priorities or conflicting goals

Learn the role gender plays in determining influence style and approach

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Objectives

Understand which influence behaviors are most effective when working across cultures

Understand how to build the foundation to effectively use influence to gain buy-in to your ideas and proposals

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What is Influencing?

Getting people to change their behavior, opinion, attitude or accept your point of view in a way that meets their needs and without coercion or a feeling of being directed.

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Cross Cultural StudyTwelve Countries Were Involved in the Study• China• France• Hong Kong• India• Japan• Mexico

• The Netherlands• New Zealand• Taiwan• Thailand• Turkey• United States

Reasoning• Using logical arguments and

factual evidence

• Most frequently used and seen as most effective across 12 cultures

• Used to the same extent by men and women

Kennedy, Ping Fu, and Yukl. Influence Tactics Across Cultures. Advances in Global Leadership 2003 vol. 3, pgs. 127-147 Lepsinger and Forgie. Using Influence to Gain Commitment: Are Male and Female Leaders That Different. 2010 unpublished study

Most Effective Influence Tactics

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Most Effective Influence Tactics

Reasoning• Explaining why a requested task

is necessary

• Explaining why a proposed change or project will be cost effective

• Providing evidence that a proposed activity will be successful

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Behavior Examples

Is most effective when…

• Goals or task objectives are aligned

• You are recognized as a credible resource (i.e., track record of success, considered an expert)

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Reasoning

Inspiring• Appealing to a person’s values and

ideals

• Did not make the top 5 across cultures

• Used significantly more by women

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Most Effective Influence Tactics

Inspiring• Describing a clear, inspiring

vision

• Making an inspiring presentation to arouse enthusiasm for a proposed activity or change

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Behavior Examples

Is most effective when…• You know the person’s values and what motivates them

• You have a positive personal relationship and high levels of trust

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Inspiring

Consulting• Collecting the person’s input and

suggestions

• Seen as effective across 12 cultures (top 5)

• Used significantly more by women

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Most Effective Influence Tactics

Consulting• Asking for ideas to improve a

preliminary plan or proposal

• Encouraging the person to express any concerns about a proposed change or new initiative

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Behavior Examples

Is most effective when…• The person has information you do

not• The person’s cooperation is needed

for implementation• You are willing and have the

authority to make changes

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Consulting

Collaborating• Reducing the difficulty of complying by offering to provide

relevant resources or assistance

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Most Effective Influence Tactics

• Seen as effective across 12 cultures (top 5)

• Used to the same extent by men and women

Collaborating• Offering to help a person do the task • Offering to provide resources needed to do the task

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Behavior Examples

Is most effective when…

• You can provide additional resources to help the person

• You can reduce the difficulty or cost of complying without creating a new problem

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Collaborating

Two influence behaviors are used to the same extent by both men and women Reasoning Collaborating

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Similarities Between Men and Women

Men and women recognize that Inspiring is generally less effective with bosses than it is with colleagues and direct reports

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Differences - Inspiring

Women, however, better leverage this tactic with their colleagues and direct reports, and men may not be taking full advantage of this tactic

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Difference - Inspiring

Both men and women often rely on Consulting when influencing colleagues; however, men may be missing opportunities to use this tactic with their direct reports

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Differences - Consulting

While women use Consulting effectively with direct reports, they may be at risk of overusing this tactic with their bosses

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Differences - Consulting

• Lay the foundation for the effective use of the tactics well in advance- Demonstrate your credibility and track record - Identify shared goals or common ground- Build positive work relationships and trust- Get to know the needs and values of the people

you depend on to get things done

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Tips for Effectively Influencing

• Influence people from their point of view, not your own

• Do not overly rely on Reasoning

• Translate “facts” and “features” into benefits

• Increase the use of paraphrasing, empathizing and questions

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Tips for Effectively Influencing

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Want to learn more about Influencing with Impact?Check out our book “Closing the Execution Gap.”