Tlc Solutions Influencing Without Authority

Influencing Without Authority

Increase your influencing IQ

Maximising People PotentialMaximising People PotentialMaximising People PotentialMaximising People Potential

Increase your influencing IQ

Presented by Greg Bayne

Director / Leadership Capability Consultant

Total Leader and Coach Solutions

What is effective influence?

• Think about someone who has influenced you – what was it about this person that caused you to be influenced by them?caused you to be influenced by them?

• What would it take for someone to influence you?

• Identify your top attribute & characteristic.


What if...

• I need to influence you to consider launching yourself down a water slide on a mountain side with a ramp at the end. mountain side with a ramp at the end.

• The goal is to go down the slide launching off the ramp to land in a small target area 2m by 2m approximately 100m from the ramp.


I could...

Do the maths: mass, distance, speed, angle of launch

etc. and calculate all the necessary requirements to

successfully launch you into the little tub at the end.


Or I could...

Find out what would


Find out what would

motivate you; excite you; challenge you etc.

Maybe you like the thrill?

Or I could...show you


TLC Solutions Intelligent Influence Model

•Intelligence (IQ) • Learnt intelligence

• Innate intelligence

IQ

•Emotional intelligence

• Self-awareness

• Self-management

• Social awareness

• Relationships

EIQ


IQ EIQ

•Narrative intelligence• Street smart

• Quick on your feet

• Tell a good story

NIQ•Ethical

intelligence• Integrity

• Professionalism

• Trust

EtIQ

Copyright © TLC Solutions Australia Pty Ltd 2009This model may not be copied or replicated without express permission

IntelligentInfluencing

Influencing IQ

Influential People – Intelligent Influence

IQ EIQ


NIQ EtIQ

The ultimate key to influence

CredibilityCredibility


Laws of Physics – guiding principles

Newton’s First Law of Motion:

Decision Inertia

An object continues in a state of rest or in a state of motion at a

constant speed along a straight line, unless compelled to change

that state by a net force. (Cutnell & Johnson, 1989)

Newton’s Third Law of Motion: Whenever one body exerts a force on a second body, the second


Newton’s Third Law of Motion:

Conservation of

Momentum

Whenever one body exerts a force on a second body, the second

body exerts an oppositely directed force of equal magnitude on the

first body (Cutnell & Johnson, 1989).

The First Law of Thermodynamics: When a system absorbs an amount of heat Q and performs an

amount of work W, the internal energy of the system changes by an

amount U, from an initial value of Ui to a final value of Uf (Cutnell &

Johnson, 1989)

Application of laws of physics on

influence

Object

B

Object

Object A continues

in current direction

until an external

force is applied


Object

A

Object

A Object

A

Object

B

Object

A

Object

B

If the force applied is

absorbed AND work

is done with that

input, then change

occurs

Object A

demonstrates

resistance to the

applied force


• Self-awareness

• Self-management• Social awareness

• Relationships



IQ EIQ


•Ethical intelligence

• Integrity

• Professionalism• Trust


• Quick on your feet• Tell a good story

EtIQNIQ

IntelligentInfluencing

Influencing IQ

Copyright © TLC Solutions Australia Pty Ltd 2009This model may not be copied or replicated without express permission

Influence through cognitive

dissonance...


1st Quadrant - Intelligence


• Influence based on intellectual logical analysis and arguments

• Make a good argument based on facts

and evidence


• Learnt intelligence


IQ

and evidence• Effective decision making

• Crystallised intelligence learning from

past experience (and continues to grow)

• Fluid intelligence think and reason abstractly and solve problems

independent of learning experience and

education

And what went wrong here?


2nd Quadrant – Emotional Intelligence

2. Self-management

4. Relationship management


• Self-awareness

• Self-management


management

1. Self-Awareness

3. Social awareness

• Self-management

• Social awareness

• Relationships

EIQ

Source: Daniel Goleman

Understanding EIQ

•Emotional self-awareness

•Accurate self-assessment

•Self-confidenceSelf-awareness

•Emotional self-control

Source: Daniel Goleman


•Emotional self-control

•Transparency

•Adaptability

•Achievement

Self-management

•Empathy

•Organisational awareness

•ServiceSocial awareness

•Flexibility

•Developing others

•Conflict management

•Team work and collaboration

Relationship management

What about inspiration?

At the age of just 24, Ferdinand Porsche quite

literally hit the headlines for the first time at the

Paris World Exhibition in the year 1900,

presenting a vehicle with an electrically driven

wheel hub motor he had built on behalf of the


wheel hub motor he had built on behalf of the

Lohner Coach Factory in Vienna, a purveyor to

the Austrian royal family. In the same year he

also built the Lohner-Porsche Mixte, the first

vehicle ever to feature a combination of petrol

and electric drive – and, therefore, the first

predecessor to today’s cars with hybrid drive.

And just shortly thereafter, Ferdinand Porsche

introduced all-wheel-drive technology and the

all-wheel brake system into the world of

automobile production.

Narrative Intelligence

NIQ

• Based on the work by Albert Bandura we know that we can

change our minds based on

actual experience, observed /



• Quick on your feet

• Tell a good story

NIQ vicarious experience, and what others tell us i.e. stories

When we listen to a story we are moved by emotion, we engage with a story

from our own perspective, and we

interpret meaning based on our own

perceptions and experiences.

Three approaches to story telling

Approach Advantage Disadvantage

Forward March: sequential, from a to b to c etc. No stopping and no double back

• It is easier to devise and organise a plot

• Less fraught with traps • It is a simpler technique to master

• It’s difficult to tell a complete and textured story without shifting backand forth in time

• Without flashbacks your story-


• It is a simpler technique to master • Without flashbacks your story-telling options are limited

Total Flashback: shifting the current story to the past; then tell the story from that perspective until you reach the present again

• It opens up the story to the past and allows you to include information that would normally be absent

• Add depth and texture to the narrative

• Unless this approach is executed with skill, the listener could get confused about what’s then and what’s now

• It is a more demanding technique to master

Zigzag: a mixture between the forward timeline and flashback; using mini-flashback’s along the way to add complexity

• It allows considerable flexibility in how you tell the story

• You can provide background information as required

• Use it to pique the curiosity of the audience

• Unless this approach is used withskill, the listener will get confused between past a present

• It is the most challenging technique to master

Ethical Intelligence

EtIQ

Values

BeliefsProfessionalism


•Ethical intelligence

• Integrity

• Professionalism

• Trust

EtIQ Professionalism

TrustIntegrity

Honesty

Authenticity

This is a make or break quadrant!

Ten Influencing Strategies

Strategy

Be Generous

Find a simple theme that captures your idea – slogan / elevator speech

Get your idea on the agenda, create a sense of urgency


Get your idea on the agenda, create a sense of urgency

Score small wins early and broadcast them widely

Form key alliances to broaden your base

Create a snowball effect

Be flexible – respond and adjust

Lock it in

The ultimate empathic statement: “Let me be sure I heard what you

said...”

What is my story?

Final thoughts & reflections

Which quadrant is your strength, and which is your weakness?

Which aspect of emotional intelligence do you need to Which aspect of emotional intelligence do you need to develop most?

What will your story be? And, will you love what you preach?

What is going to be an action you will put in place within the next 72 hours?


Thank you


TLC Solutions TLC Solutions –– Greg BayneGreg Bayne

Mobile: 0413 046 870

Email: [email protected]

Web: www.tlcsolutions.com.au

Thank you

Tlc Solutions Influencing Without Authority

Technology

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