1. Selling Your Ideas in the Absence of Authority Elaine Seat, PhD, PE elaine.seat@circlespring.com

2. Objectives At the end of this session you will: –Understand how people gain power –What you can do to influence others –Get a plan of strategies for starting to get power and influence

3. Session Outline Understanding where power comes from Understanding what power and influence are and are not Understanding which influence tactics work Characteristics/traits/behaviors that work and don’t work Getting a plan to improve your own personal influence

4. What Is Power? Power is the potential to influence behavior Power is all about relationships and the dependence between people

5. Why Power Matters People who have POWER and use it effectively; -attain desired jobs more quickly -make more money - are promoted more quickly

6. Power and Influence Myths Power & Influence are inherently slimy Rationality is the best form of influence Power stems solely from one’s position Involving others & sharing power weakens your own position First impressions & good manners are old fashioned

7. Types of Power Expert Connection Legitimate Reward Coercive Information Referent

8. Influence Tactics Ingratiation Consultation Exchange Inspiration Personal Appeal Pressure Logic (Rational Persuasion) Legitimizing Coalition

9. Understanding Your Power PositionPersonal Types of Power LegitimateRewardCoerciveConnectionInformationExpertReferent Influence Tactics Legitimi- zation ExchangePressureCoalitionsRational Persuasion Rational Persuasion Inspirational Appeal Consultatio n Personal Appeal Rational Persuasion Ingratiation Power Source

10. Consequences of Influence Tactics Tactic (in order of use) Resistance Outcome % Compliance Outcome % Commitment Outcome % Rational Persuasion473023 Pressure56413 Personal Appeal253342 Exchange244135 Ingratiation412831 Coalition53443 Legitimizing44560 Consultation182755 Inspirational Appeal01090

11. Six Characteristics that Derail Insensitive to others, abrasive, intimidating Cold, aloof, arrogant Betraying Other’s trust Overly ambitious, playing politics & always trying to move up Unable to delegate or team build Over-dependent on others (e.g. a mentor)

12. Five Qualities for Promotion Attractiveness Conscientiousness Extraordinary Personal Effort Personal legitimacy Agreeable-ness

13. Do Looks Really Matter?

14. Five Skills for Gaining Power Introducing Others First Impressions Being an Expert Social Networking Build your interpersonal skills

15. The Spiderweb

20. Social Networking Have a positive outlook on asking for help and soliciting support Go beyond work and be active in other groups Manage the contacts you make Be a Friend – support others

21. The Bottom Line Having Influence is about: - valuing both emotion and the task - getting to know lots of people - getting your part done well & on time - seeing the world as a place of abundance instead of scarcity - making your engineering know-how be one of a many tools in your toolbox

23. Getting your own Plan 1.List 3 personal characteristics you have that are a plus with your P&I 2.List 3 personal characteristics you have that hinder your P&I 3.Of the 3 that hinder, which one are you most willing to change? 4.What specifically are you going to do differently? When will you start?

24. Summary of Key Points P&I are what enable to you make a difference Relationships and learning the skills to build relationships are important You can learn skills that will help you achieve P&I

25. 25 Selling Your Ideas in the Absence of Authority For questions or comments Elaine Seat 865-277-6800 elaine.seat@circlespring.com Presentation available at events.asme.org/ltc12 /presentations.cfm