Influence With Authority

Report
Influence without
Authority
Kannan Sundaramurthy
Wal-Mart Stores Inc.
May 2013
Influence without Authority?
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Influence without Authority
Influence without Authority
What, How & Why
We make Great Computers, they are beautifully designed,
easy to use & user friendly …
Want to buy One?
Starting with Why
Everything we do, we believe in challenging the status quo, the
way we do is by making our products beautiful, easy to use &
user friendly; we just happen to make Great Computers …
Want to buy One?
Golden Circle:
Starting with Why – Inspires Action
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Influence without Authority
Influence without Authority: Why?
Bank of America:
$5 to use Debit Card
One customer (Molly Katchpole) runs a Campaign in Social
Media ...
Power is in Influence !!!
“All Influential Managers have power,
but not all Powerful Managers have Influence”
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Influence without Authority
Influence without Authority: Why?
Leadership is Influence; Nothing more Nothing less
- John Maxwell
Authority: Power to reward / Punish
Influence: Ability to direct group of people to a desired
behavior/goal
Why?
•
•
•
•
•
•
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Power has shifted – Client/Server Vs. Master/Slave
Matrix Organization
Global Multi-cultural teams
Managing Up
Effective meetings
Win-Win outcome
Influence without Authority
Influence without Authority: How?
Cohen-Bradford Model
Assume all are
Potential Allies
INFLUENCE
through
Give & Take !!!
Clarify your Goals
& Priorities
Dealing with
Relationships
Diagnose the
World of Other
Person
Identify relevant
Currencies –
Yours & Theirs
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Influence without Authority
Influence without Authority: How?
1. Assume all are Potential Allies:
• Discover any overlapping interests
• Assuming the other person as adversary leads to
misinterpretation, stereotypes & miscommunication
• Applies to relationship with Managers also …
2. Clarify your Goals & Priorities:
• Start with End in mind
• State Primary & Secondary Goals?
• Are they short-term or long-term objectives?
• What are “must-have” & “nice-to-haves”
• Is your primary task accomplishment or
preserving/improving the relationship?
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Influence without Authority
Influence without Authority: How?
3. Diagnose the Ally’s World:
• Seek first to Understand, then to be Understood
• Determine the Organization priorities of ally
• Ask their Goals, concerns or needs
• “What is in for Us”
4. Identify relevant Currencies:
• Build your Value proposition
• What do people care about: “Currencies”
• Identify several applicable currencies to offer in
exchange
• Assess your resources relative to the Ally’s wants –
Don’t underestimate resources you can offer
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Influence without Authority
Influence without Authority: How?
Types of Currencies
• INSPIRATIONAL: Vision, Excellence, Moral/Ethical
Correctness
• TASK: Resource, Information, Assistance, Support
• POSITION: Advancement, Recognition, Visibility,
Reputation, Networks/Contacts, Importance
• RELATIONSHIP: Acceptance/Inclusion, Personal support,
Understanding
• PERSONAL: Challenging, Ownership, Involvement,
Gratitude
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Influence without Authority
Influence without Authority: How?
5. Dealing with Relationship:
• Relationship with the person: Is it +ve, -ve or neutral
• Pay attention to building necessary Trust & Credibility
• Understand other person’s working style: Formal or
Informal, Analytical etc.
• Determine your currency trading approach
• Task & Relationship are BOTH Important
• Make Connections Early & Often
• Vertical & Horizontal relationship
Are you a T-Shaped Leader?
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Influence without Authority
Influence without Authority: How?
The right mindset to Influence
• Your Technical Competency is just the price of admission
• Influence for the ultimate Good of the Organization
• Recognize that the difficulty with influence is often YOU
• Everyone is potentially more influential than they think they are
• Influencing uses logical argument to appeal to human emotion
• Blends art and science
• It can take place in a single meeting or over time through a series
of discussions
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Influence without Authority
Influence without Authority: What?
#
Self Assessment
1
I place a Premium on being able to Positively Influence
Others
2
I thoroughly do my research before any meeting, where I
need others buy-in
3
I work hard to build Proactive network throughout the
Organization and/or Community
4
I proactively seek feedback Vertically & Horizontally
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I am fully accountable for my level of success. I own it,
take action & Celebrate when I win
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Influence without Authority
Yes
No
Influence without Authority: Final Thought …
No Guarantees …
• Not all efforts to Influence will be Successful
When we shift from Authority-based to Influence-based
Leadership, Accept that we are NOT always in Control …
However, in reality we actually NEVER were !!!
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Influence without Authority
Influence without Authority: How?
Good to Great by Jim Collins
Level 5 leaders look out the window to attribute success to factors
other than themselves.
When things go poorly, however, they look in the mirror and blame
themselves, taking full responsibility.”
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Influence without Authority
References
• TED Conference: Simon Sinek – Start with Why
• Book: Influence without Authority by Cohen & Bradford
• Book: The Leadership Challenge by Kouzes & Posner
• Book: Good to Great by Jim Collins
• Blog: How to Influence without Authority (Jess Ln Stoner)
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Influence without Authority

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