Influence without a uthority
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Influence without A uthority. Kannan Sundaramurthy Wal-Mart Stores Inc. May 2013. Influence without Authority?. Influence without Authority. Influence without Authority. What, How & Why We make Great Computers, they are beautifully designed, easy to use & user friendly …

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Influence without a uthority

Influence without Authority

Kannan Sundaramurthy

Wal-Mart Stores Inc.

May 2013


Influence without a uthority

Influence without Authority?

Influence without Authority


Influence without a uthority

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

Influence without Authority


Influence without a uthority

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”

Influence without Authority


Influence without a uthority

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?

  • 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 a uthority

Influence without Authority: How?

Cohen-Bradford Model

Influence without Authority


Influence without a uthority

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?

Influence without Authority


Influence without a uthority

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

Influence without Authority


Influence without a uthority

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

Influence without Authority


Influence without a uthority

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?

Influence without Authority


Influence without a uthority

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

Influence without Authority


Influence without a uthority

Influence without Authority: What?

Influence without Authority


Influence without a uthority

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 !!!

Influence without Authority


Influence without a uthority

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.”

Influence without Authority


Influence without a uthority

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)

Influence without Authority


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