Dr Rob Yeung - How to influence

@theblueballroom#thefuturestory

Wifi @ RADAPassword: a1b2c3d4e5

Organizational savvyThe science of winning friends and influencing

people

Talentspace LimitedArmstrong House11a Chancellors StreetLondon W6 9RN, U.K.Tel: + 44 (0)20 8748 4764www.talentspace.co.uk 15th October 2014

Dr Rob Yeung

Feel free to abuse me as I speak

Leadership, hiring, the psychology of pitching and business development

www.talentspace.co.uk © 2014

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@robyeung

What do people do that helps them to succeed at

work?


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Agenda

The science of organizational savvy

Boosting Social Astuteness

Flexing through ‘push’ and ‘pull’


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Agenda




To what extent do you agree that…

“I am particularly good at sensing the motivation and hidden agendas of others.”

“I have good intuition or savvy about how to present myself to others.”


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Consider the four sub-skills of organizational savvy

Social Astuteness

Interpersonal Flexibility

Networking Ability

Demonstrable Integrity and Sincerity


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Agenda




Trace a letter on your forehead…

Stand up

Raise your dominant hand (i.e. the hand you normally write with)

Snap the fingers of your dominant hand three times

Draw the letter...


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Which way did your ‘E’ face?

Facing yourself Facing away from you


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Putting ourselves into people’s shoes has benefits

Spend 5 minutes on:

– no further instruction

– empathy

– perspective-taking

– 39 per cent success




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Empathy and perspective-taking are not automatic – they need to

be switched on


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Agenda




Which statement is truer for you?

“I am able to say ‘no’ to unreasonable requests.”

“I look for ways to be helpful to the people I work with.”


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Consider how we ‘push’ and ‘pull’

Forceful persuasion

Responsible

assertivenessPassivity HelpfulnessHighLow

Ass

ert

ion

=

‘push

’

High

Low

Respect = ‘pull’

Learn to combine ‘push’ + ‘pull’

‘Push’ + ‘pull’ = influence

– Sounds easy, right?


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But…

How good are you at logical reasoning?

Everyone who is kind is compassionate, and someone who has experienced love is always kind.

Elena is compassionate, so she has experienced love. True or false?


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Discuss it quickly with the person next to you!

How good are you at logical reasoning?

Study participants on average placed themselves at 66th percentile

Those at the 12th percentile believed they were at 68th!


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Beware of the “above-average effect”!

Dont’ fall into the trap of beleeving you’re own hype


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Seek out brutally honest feedback


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Agenda




Comments?

Here’s an idea for you…

Instead of having just a handful of people asking questions and everyone else listening…

Huddle in small groups

And see if you can together come up with a comment or observation to share with everyone in the room


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Agenda




Final thoughts

Final thoughts

Consider that empathy and perspective-taking need to be consciously switched on

Use ‘push’ and ‘pull’ to influence appropriately

Give people permission to give you truly candid feedback

Consider that understanding is not the same as implementation


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Now please say lovely things about me!

Leadership, hiring, the psychology of pitching and business development


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@robyeung

@theblueballroom#thefuturestory

Wifi @ RADAPassword: a1b2c3d4e5

Dr Rob Yeung - How to influence

Business

Transcript of Dr Rob Yeung - How to influence