Taking the Lead With Jo Miller

Welcome Catherine Chang Director of Risk Pre-TXN Engineering and Product Education Head for Unity

Copyright 2016, Women’s Leadership Coaching, Inc. Founding Editor of BeLeaderly.com and CEO of Women’s Leadership Coaching, Inc. Helps emerging women leaders create a roadmap for their career advancement. Has traveled widely in Europe, Asia Pacific, and the Middle East to deliver keynotes and teach workshops for conferences, professional associations, and corporate women’s initiatives. A leading authority on women’s leadership, Jo delivers more than 60 speaking presentations annually to audiences of up to 1,200. Jo Miller

Copyright 2016, Women’s Leadership Coaching, Inc. I HAVE SOME UNIQUE KOALAFICATIONS

Copyright 2016, Women’s Leadership Coaching, Inc. The emerging leader’s quandary You can’t get a higher-level job without leadership experience… But you can’t get leadership experience without the job.

Copyright 2016, Women’s Leadership Coaching, Inc. You can’t afford to wait… Don’t wait for permission or an invitation to lead. Don’t wait for someone to promote you. Take charge of your own career trajectory!

Copyright 2016, Women’s Leadership Coaching, Inc. Are you the best kept secret in the organization? Are you the best kept secret in your organization?

Copyright 2016, Women’s Leadership Coaching, Inc. Staying Motivated and Engaged Influential Communication The Art of the Influential Ask Leading Others Influencing Upward Sponsors and Advocates Going for a Promotion Taking the Lead

Goals for the Workshop

Introductions: Why are you here?

Copyright 2016, Women’s Leadership Coaching, Inc. Introductions 1)Name 2)Role 3)Goal/s for the workshop 4)Something we wouldn’t guess about you…

Copyright 2016, Women’s Leadership Coaching, Inc. What is leadership?

Copyright 2016, Women’s Leadership Coaching, Inc. A leader is someone who… Gets things done. Influences others. Has a drive for results. Is a clear and effective communicator. Has empathy, persuasiveness and great execution skills. Builds authentic relationships. Is calm and composed under pressure. Has energy, passion and enthusiasm. Has strong ethics and values. Promotes collaboration and consensus. Build bridges across teams. Empowers their team, and takes the time to get to know them.

Staying Motivated and Engaged

Copyright 2016, Women’s Leadership Coaching, Inc. What motivates a motivator?

Drink more coffee Get 5 hours of sleep Afternoon naps Get 10 hours of sleep Marathon weekend catch-ups UNSUSTAINABLE

Copyright 2016, Women’s Leadership Coaching, Inc EFFORT High Medium Low

Copyright 2016, Women’s Leadership Coaching, Inc. 123 EFFORT Low

Understand your goal orientation 1 There are two types of goal orientation. Which type are you? “A Social-Cognitive Approach to Motivation and Personality,” Dweck and Leggett, 1988 Mastery or learning orientation Performance orientation

Tip: Tailor your goals to suit the style that best motivates you. Tip: Specific, difficult goals lead to higher performance than saying “do your best”. “Building a Practically Useful Theory of Goal Setting and Task Motivation,” Locke & Latham

Reflect on the importance of the project 2 Those who reflected on and wrote down the importance of a project did better than their colleagues in terms of their time, productivity, efficiency, and action study of nurses' job performance.

Tip: Reflect on and write about your work and its importance to you, your customers and your company. The 6 x 6 tool.

Have friends at work 3 Gallup found having a “best friend” at work to be one of 12 traits of highly productive and engaged workgroups. The Gallup Q

Copyright 2016, Women’s Leadership Coaching, Inc. Understand your goal orientation Reflect on a project’s importance Have friends at work 456 EFFORT Medium Low

Manage your energy, not your time 4 McKinsey’s study of top female leaders found ‘managing energy’ to be a common trait. “Successful women leaders know how to manage their energy: What drains it or replenishes it.” “Centered leadership: How talented women thrive,” McKinsey, 2008

Tip: Understand what drains you and what sustains you. Expand your capacity like elite athletes do. The Power of Full Engagement by Loehr and Schwartz Maximize productivity with 90 minute intervals and renewal breaks. K. Anders Ericsson, Florida State University

Be an energizer 5 The Hidden Power of Social Networks by Cross and Parker Be an energizer! Those who energize others are much higher performers (and are more likely to be heard and to see their ideas acted upon). The Hidden Power of Social Networks by Cross and Parker

Arrive at work in a good mood 6 Employees at a call center who arrived at work in a good mood performed better and reported feeling more positive after their calls. Academy of Management, 2011

Copyright 2016, Women’s Leadership Coaching, Inc. Understand your goal orientation Reflect on a project’s importance Have friends at work 789 Manage your energy, not your time Be an energizer Arrive at work in a good mood EFFORT High Medium Low EFFORT High Medium Low

Get into a state of “flow” 7 People who are happiest in their work are those who get into a state of flow when working. Flow by Mihály Csíkszentmihályi

Tip: To get into a state of flow, seek out Clear goals Immediate feedback Tasks that are a challenge, but doable. Flow by Mihály Csíkszentmihályi

Work well with your boss 8 Form a good working relationship with your boss. People quit their boss, not their company or their job. The Gallup Q

Develop a new habit 9 “Change might not be fast and it isn’t always easy. But with time and effort, almost any habit can be reshaped.” The Power of Habit by Charles Duhigg

Routine Reward Cue 1.Identify the routine 2.Experiment with rewards 3.Isolate the cue 4.Have a plan The Power of Habit by Charles Duhigg

Copyright 2016, Women’s Leadership Coaching, Inc. Understand your goal orientation Reflect on a project’s importance Have friends at work Get into a state of “flow” Work well with your boss Develop a new habit EFFORT High Medium Low Manage your energy, not your time Be an energizer Arrive at work in a good mood

This presentation is available at BeLeaderly.com/may10

Influential Communication

— Executive Director, UBS “Leadership presence is a quality that is almost impossible to define, yet we all know it when we see it.”

Leadership Presence by Kathy Lubar and Belle Linda Halpern “Why is it that when some leaders enter a room they automatically command the attention of those present? What is it they have? They have presence.”

— Kelly Easterling Audit Principal, Rothstein Kass “When they leave the room, you remember them more than you remember anyone else.”

Copyright 2016, Women’s Leadership Coaching, Inc. Leadership presence comes in many forms The charismatic leader The supportive leader The truth-speaker The thought leader The authoritarian The quiet leader

— Nina Simosko Head of Strategy, Planning & Operations, Nike Technology “It’s almost as if they have ‘leadership pheromones’. They elicit a natural response to follow them.”

Copyright 2016, Women’s Leadership Coaching, Inc. What is leadership presence? Think of someone you know who has it! List three qualities or characteristics that are the source of their leadership presence.

From the prep survey: “I exude leadership presence”

Copyright 2016, Women’s Leadership Coaching, Inc. Reflect on your own leadership style and strengths. What signature style of leadership presence do you want to become known for? Select 3 words to describe it. Exercise

Copyright 2016, Women’s Leadership Coaching, Inc. Is it more important to be liked or respected?

The Charisma Myth, by Olivia Fox Cabane. “The equation that produces charisma is fairly simple. All you have to do is give the impression that you possess both high power and high warmth, since charismatic behaviors project a combination of these two qualities.”

— Amy J.C. Cuddy Associate Professor of Business Administration, Harvard Business School “We ask: do I like this person (warmth/trustworthiness) And do I respect this person (power/competence)?” “We ask: do I like this person (warmth/trustworthiness) And do I respect this person (power/competence)?”

WarmthAuthority Leadership Presence “Warmthority”

Copyright 2016, Women’s Leadership Coaching, Inc. Is it more important to be liked or respected?

“Connect, Then Lead,” Amy J.C. Cuddy, Matthew Kohut, and John Neffinger, Harvard Business Review. A growing body of research suggests that the way to influence —and to lead— is to begin with warmth.

3 components of leadership presence LEADERSHIP PRESENCE Words Vocal tone Body language 7% 38% 55%

— Luann Pendy Vice President of Global Quality, Medtronic “Meetings are your greatest opportunity to be visible and show your organization what you bring to the table.”

ENGAGE your audience PERSUADE your audience

Copyright 2016, Women’s Leadership Coaching, Inc. In meetings and presentations Engage: Understand your audience: their goals, motivators, de- motivators, and communication style. Get to meetings early. Greet others as they arrive and build rapport. Make them laugh. Tell stories. Persuade: Line up advocates in advance, and pre-sell your ideas to key players (the meeting before the meeting) Cater to the decision-making style of your audience. Tie requests and proposals to your audience’s objectives. Speak assumptively. Ask ‘closing questions’.

Copyright 2016, Women’s Leadership Coaching, Inc. What would you do for 1 million dollars?

Copyright 2016, Women’s Leadership Coaching, Inc. What if it was possible to create a profit of $1 million by doing just 30 seconds of work?

The Art of the Influential Ask

Copyright 2016, Women’s Leadership Coaching, Inc. There is good news and bad news. Negotiation

Women were 2.5 times more likely than men to say they feel "a great deal of apprehension" about negotiating. Women initiate negotiations 25% as often as men do. Women are more pessimistic about how much is available when they negotiate, and so they ask for — and get — on average, 30% less. 20% of adult women say they never negotiate at all, even though they often recognize negotiation as appropriate and necessary.

When asked to pick metaphors for the process of negotiating, men picked "winning a ballgame" and a "wrestling match," while women said "going to the dentist."

Copyright 2016, Women’s Leadership Coaching, Inc. The good news: it can be as simple as just asking. Negotiation

Copyright 2016, Women’s Leadership Coaching, Inc. Kellogg School of Management 78% negotiated something for themself. Median amount saved: $2,200 22% negotiated something on behalf of their employer. Median amount saved: $390,000

Copyright 2016, Women’s Leadership Coaching, Inc. Their most important tactic? “Choosing to negotiate at all.”

Copyright 2016, Women’s Leadership Coaching, Inc. With 30 people in our group: 78% negotiate something for yourself. Median amount saved: $2,200 Total amount saved: $42,900 22% negotiate something on behalf of your company. Median amount saved: $390,000 Total amount saved: $2,145,000

Copyright 2016, Women’s Leadership Coaching, Inc. Presenting at a conference, including a travel discount. A field trip to observe operations at other locations. Attending executive-level meetings. Cross-training two colleagues take work off her plate. Financial training. She negotiated…

— Research Scientist “I will no longer hint. I have been asking for what I want. I was expecting some resistance! Everybody says OK! It’s too easy.”

Copyright 2016, Women’s Leadership Coaching, Inc. “It has become a way of life.” Negotiation

Copyright 2016, Women’s Leadership Coaching, Inc. a)What could you negotiate, on behalf of yourself? a)On behalf of your company? Negotiation

Copyright 2016, Women’s Leadership Coaching, Inc. What is your top negotiation tip? Negotiation

Copyright 2016, Women’s Leadership Coaching, Inc. 1.Push your advantage 2.Ask “What’s the best you can comfortably afford?” 3.Start high/low and don’t split the difference 4.Master the “hmmm” 5.Don’t spring big surprises on them at the end 6.Manage emotions: Enjoy the intellectual “game” 7.Make negotiation a way of life Jo’s Top 7 Negotiation Techniques

Copyright 2016, Women’s Leadership Coaching, Inc. Which negotiation tips will you practice, and when? Negotiation

Personal Action Plan