1 Lead with your heart. Discover no limits. ™ Getting a Seat at the Table: Building Influence by Leading from Where You Are Presented by Rodney Jackson, Senior Trainer Servant Leadership Institute

Lead with your heart. Discover no limits. ™

When it comes to influence, Is it better to be loved or feared? Briefly discuss these questions in groups of three people: As a professional at work, what is better? If I asked an executive or senior leader? Loved or Feared?

Lead with your heart. Discover no limits. ™ Research: Harvard Business Review

Lead with your heart. Discover no limits. ™ Influence Defined The process of getting things done through others for mutual benefit. What Influencing is Not: Position Power Manipulation Serving One’s Own Agenda

Lead with your heart. Discover no limits. ™ Research If you are judged as competent but lack warmth… If you are judged as warm but incompetent… You often elicit envy in others, an emotion involving both respect and resentment. We may respect you, but because you are resented, you are vulnerable to harsh reprisal. You may elicit pity. Others will be compassionate, but eventually their lack of respect in us leads to us being neglected or ignored.

Lead with your heart. Discover no limits. ™ Trio Activity First, write down your own responses to the questions below. Then, in groups of three discuss your answers to the three questions. What does the word “influence” mean to me? In my world of work today, where do I need to be more influential? What are some of the barriers of influence I (and others) face as professionals?

Lead with your heart. Discover no limits. ™ Common Barriers of Influencing Check those barriers that you experience most at work:  The power differential is too great.  Different priorities; you can not find common ground.  Incompatible measures and rewards.  Adversarial relationships.  Lack of confidence or skill.  Assigning negative attributes to the other party.  Inability to focus on what you need, how they benefit.

Lead with your heart. Discover no limits. ™ Brief Discussion The most common barriers I experience at work: The most common barriers others experience:

Lead with your heart. Discover no limits. ™ Activity First, write down your responses to the following questions. Then, discuss your answers with a partner. What is the unique value proposition that my role brings to “the table” in my organization? What are the current perceptions of my role of “those at the table” in my organization? What is my current level of influence with my key stakeholders “at the table”? (5=significantly influential, 3=some influence, 1= low influence, can get better.)

Principles of Influence Reciprocity Exchange Ability Purpose

Lead with your heart. Discover no limits. ™ Reciprocity We often do unto others as they do unto us. When we provide something to the other, both parties reasonably expect some form of return. We have serious persuasive power immediately after someone thanks us. Get out of the habit of saying, “Oh, no big deal.” Robert Cialdini, Author of Influence

Lead with your heart. Discover no limits. ™ Exchange Influence is an exchange of currency. Once we identify the proper currency of trade, we can properly influence for mutual benefit. “One thing increased both the social value of the giver and that person’s productivity. It wasn’t the number of favors done. It was the number of favors exchanged.” July-August 2013 Harvard Business Review

Lead with your heart. Discover no limits. ™ Ability Most people underestimate their ability to influence. Some of the most influential people are at the lower levels of the organization. You can increase your ability to influence at any level in the organization. “People defer to experts and to those in positions of authority (and typically underestimate their tendency to do so).” July-August 2013 – Harvard Business Review

Lead with your heart. Discover no limits. ™ Purpose You must be clear about your own goals when seeking to influence. You must also assess the world of the one you seek to influence. The art of influence is knowing how your goals and their needs align.

Lead with your heart. Discover no limits. ™ Assessing Stakeholder Relationships Level of Agreement Level of Trust Source: Peter Block – The Empowered Manager: Positive Political Skills at Work BedfellowsAllies AdversariesOpponents

Lead with your heart. Discover no limits. ™ Activity 1. Identify a list of 3 key stakeholders. 2. Place the person’s name in the quadrant. 3. Ask the relative importance of the relationship. 4. Discuss your assessment in a group of three.

Lead with your heart. Discover no limits. ™ Influence Without Authority Source: Influence Without Authority: Cohen and Bradford

Lead with your heart. Discover no limits. ™ Currencies in Organizations Inspiration Currencies Task Currencies Position Currencies Relationship Currencies Personal Currencies Negative Currencies

Lead with your heart. Discover no limits. ™ Individual Activity Select one relationship. Complete the activity worksheet.