Transcript Building Leadership Skills Convincing & Influencing Instructor: Marie L. Radford, Ph.D. [email protected] An Infopeople Workshop Summer 2009

Building Leadership Skills
Convincing & Influencing
Instructor:
Marie L. Radford, Ph.D.
[email protected]
An Infopeople Workshop
Summer 2009
This Workshop Is Brought to You
by the Infopeople Project
Infopeople is a federally-funded grant project
supported by the California State Library. It
provides a wide variety of training to California
libraries. Infopeople workshops are offered
around the state and are open registration on a
first-come, first-served basis.
For a complete list of workshops, and for other
information about the project, go to the Infopeople
website at infopeople.org.
Introductions
• Instructor
• Participants
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Name
Library
Position
Your Interests, Telling A (Convincing) Lie
Overview
• Influencing, Convincing, Persuading
- definitions, tactics, & ethics
• Resistance to Change
• Generating Compliance
• Strategies for Making a Persuasive Case
What’s the Difference?
Influencing
Convincing
Persuading
Degrees of Persuasion
Strongly Mod.
Slightly
Neutral
Opposed Opposed Opposed
Slightly
in Favor
Mod.
in Favor
Strongly
in Favor
Persuasion involves any movement by the other from
left to right.
16 Tried & True Influence Tactics
• Marwell & Schmitt’s 1976 classic
taxonomy
• See Tip Sheet!
Ethics of Influence & Persuasion
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Define ethics?
Right vs. wrong?
What moral principles guide you?
How do you usually strike a balance:
– What you want?
– What is ethical?
– Desired outcome?
Exercise #2
I Was Appreciated –
How Leaders Influence
Others Through
Acknowledgement
For Discussion
• What did you learn?
• How do leaders spread positive
influence? Negativity?
• What impact does gratitude have on your
performance? Self-esteem?
• How can you tell gratitude is sincere?
• Opportunities for using influence to
motivate others?
BREAK TIME
• Please return on time, Thanks!
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Types of Resistance to Change
• General resistance
– I don’t want to
– I’m too busy
• Specific resistance
– It’s too expensive
– It’ll take too much time
• Passive-aggressive resistance
– Whatever
Exercise #3
“Clasp Your Hands”
Resistance to Change
Exercise #4
“We don’t do that at our library”
Resistance to Change
Countering Resistance
• Accept as part of process
• Uncover reasons
• Address resistance
– Logic
– Humor
– Challenge
– 9 Laws of Persuasion
9 Laws of Persuasion
• Hogan (2007)
• See Tip Sheet.
Exercise #5
Convincing Others
Getting to Yes
For Discussion
• What did you learn?
• More difficult to persuade, or
to resist? Why?
• How can you use win-win thinking
to be persuasive?
Think & Act “Win-Win”
• Identify & satisfy underlying needs
• Look out for yourself & other
• Actively seek & create wins
Words that Influence
Be positive
– Let me find out…
– What I can do is…
– Would you please…
Be curious
– Please tell me more…
Beware influence destroyers
– See Tip Sheet!
More Power Words
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Next time…
Instead…
Despite…
Satisfy…
LUNCH TIME
• Please return on time, Thanks!
22
LEAPS for Voluntary Compliance
Listen
Empathize
Ask
Paraphrase
Summarize
Effective Listening
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DO’S
Pay attention
Listen actively
Invite talk
Open mind
Supportive
Show acceptance
& understanding
Note NV cues
DON’TS
• Rush to fill
silences
• Be defensive
• Forget to listen for
feelings
• Hesitate to clarify
• Glaze over
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Active Listening Techniques
• Encouraging
– “I see…”
• Restating
– “If I understand, your idea is…”
• Reflecting
– “You were pretty upset by…”
• Summarizing
– “These seem to be key ideas you’ve
expressed…”
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Another Simple
Compliance Technique
• Influence through expressions of
gratitude & praise.
• Remember power of please & thank you
Exercise #6
Thank -You Notes
For Discussion
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What did you learn?
Was this easy or not, & why?
What impact will notes have?
How can writing thank-you notes
inspire & motivate others?
• How can this become a habit?
Nonverbal Communication &
Persuasion
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Types of NV communication (See Tip Sheet)
Importance of congruence
Messages of sincerity
Remaining outwardly calm
Exercise #7
Analyzing Video Clips
Presenting Main Points to
Convince Others
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Building credibility
Using evidence
Reasoning
Appealing to emotions
Powerful Presentation
Techniques
• Place strongest points…
– First (primacy)
– Last (recency)
• Deal with opposing arguments
• 4 Elements - persuasive case
• Strategic considerations
– See Tip Sheet on Persuasive Techniques &
Leadership Principles
Exercise #8
Practicing Persuasion
For Discussion
• What did you learn?
• Characteristics of most persuasive
speeches?
• What would you have done with
more time? With Web access?
Conclusion & More Information
• Area of continuous
improvement
• Well worth it!
• For more
information, see
bibliography