Session 1.5: Influence Without Authority Module 1: Leadership and Team Building Leadership and Management Course for ZHRC Coordinators, HTI Principals, and ZHRC/HTI Management Teams Learning Objectives By the end of the session, participants will be able to: Distinguish between personal and positional sources of power. Apply an influence model to increase personal potency in an organization. 2 What is “influence”? 3 Influence: The capacity to help shape what happens next. Producing effects on the actions, behavior or opinion of others. 4 Influence vs. Authority ASSUMPTION: If I don’t have authority, I don’t have influence. BUT Even with formal authority, you may not have influence. You can influence others without authority. 5 Influence in the Workplace Can happen directly or indirectly. It can happen in many settings, such as: • • • • • • One-on-one conversations As part of a public group Professional/formal settings (in a meeting, etc.) Informal settings (over lunch, dinner, etc.) Via email Via telephone 6 Activity What is one thing that you would like to effectively influence? Law of Reciprocity People should be paid back for what they do for others. One good turn deserves another. • And, one bad turn deserves another! Ideas of reciprocity are closely linked to the concept of influence. Adapted from Cohen & Bradford, 2005. 8 Influence & the Art of Give and Take Reciprocity is at work. Basically, you are offering something valued in return for what you want or need. Can be positive or negative: • Positive: Offering something valued by the other(s) in return for what you want or need. • Negative: Withholding something valued or needed, or giving them something they do not want, in exchange for something that you do want or need. Adapted from Cohen & Bradford, 2005. 9 Currency: Something valuable that you have, that you can trade for something you want or need 10 Currencies: What do you have to offer? Influence is possible when you have something that others want (i.e., currency) Examples of currency: • Technical expertise, organizational information, political information, knowledge about clients, etc. • Gratitude, recognition, appreciation, listening, respect, assistance with tasks, etc. • Grants, budget allocation, loan of staff/personnel, office space, equipment, etc. Adapted from Cohen & Bradford, 2005. 11 What do you want to influence? • Start by asking yourself: • “What do I want to have happen?” • “If I were in charge, how would I make it happen?” • “What will benefit this organization?” • In order to influence, we have to keep the goal in mind. 12 Goals Goals and priorities • Sort personal desires from goals that benefit your organization Think strategically about goals • Primary and secondary objectives • Short-term or long-term objectives • Critical needs vs. preferences Model of Influence Without Authority Identify relevant currencies Deal well with relationships Start Assume all are potential allies Influence via Give & Take Diagnose the world of the other Clarify goals and priorities Source: Cohen & Bradford. 2005. 14 When to use the model We use this model instinctively Use it deliberately when: • The other party is resistant • You do not know the other party, and you are asking for something that may be costly to them • You have a poor relationship with the other party • You may not get another chance 15 Individual Activity: Influence Worksheet Use this worksheet to think strategically about your goals, and prepare to influence others. • • • • • • • Describe the issue. What do you want to have happen? Why is this a good idea? What are the arguments against? What are the costs? What are the benefits? What important factors must be considered? What would success look like? Fill in the worksheet. If you do not finish, complete the worksheet as homework. Influence Without Authority: At A Glance Influence can be learned and practiced Art of give and take Prepare in advance Consider costs to you and the other person Consider all of your currencies Use thoughtful communication Occurs over time Identify goals that benefit the organization Build a foundation of trust and good relationships 17 Key Points Influence is a skill that helps leaders create positive change within an organization. Influence does not require formal authority/power, but does require trust and good relationships.