Persuasion: Taking the Edge Off Hard Times John Baldoni January 21, 2009 12 pm EST DIAL:+1 (219) 509-8222 code:991725

John Baldoni John was named one of the top 30 most influential leadership gurus in the world by Leadership Gurus International.* Honorees included John Maxwell, Tom Peters, Jim Collins and Marshall Goldsmith. John is the author of seven books on leadership, including Lead By Example: 50 Ways Great Leaders Inspire Results and the leadership trilogy for McGraw-Hill: How Great Leaders Get Great Results, Great Motivation Secrets of Great Leaders, and Great Communication Secrets of Great Leaders. John specializes in helping his clients discover and achieve leadership presence, which he defines as “earned authority.” Those with leadership presence demonstrate a strong capacity to project confidence, communicate with conviction, instill trust, and most importantly, lead by example. Leadership presence combines a leader’s earned authority with a follower’s reason to believe. While leaders project their leadership, followers authorize it with their approval. What matters to us most is authenticity. Leadership presence can be taught and put into practice through focused coaching. A much in-demand presenter, John teaches in corporate education programs and speaks frequently to corporate, professional, military and university audiences. He is on faculty at the leadership development program at the world-renowned Banff Centre (Alberta).

Persuading the Un-persuaded

“Leadership at Work” blog www.johnbaldoni.com ● john@johnbaldoni.com

“I’ve learned that a great leader is a man who has the ability to get other people to do what they don’t want to do and like it.” Harry S. Truman

How?

CEO EVP VP Myth of the Hierarchy

Lack of trust 49% of employees have “trust and confidence” in their senior managers 55% said senior leaders behaved “consistently with their companies core values” 53% believed that senior management made “the right changes to stay competitive” Source: Watson Wyatt Worldwide [Nic Patton “Fewer than half of U.S. Workers trust their boss” www.ManagementIssues.com 01/05/07] [N. = 12,205]

Pay attention to what’s going on!

Who’s Trusting Whom? When employees want advice… 25% of employees will turn to a colleague 15% to a senior employee 13% to coach or mentor 11% to boss* 7% to their spouse * Reason may be expectation of “self-reliance” or mistrust of management Source: CO2 Partners/“Confide in the boss? No chance” www.ManagementIssues.com 12/07/06]

Find common ground.

Demonstrate inclusiveness.

Turn opposition’s strength into greatest weakness.

“Talk doesn't cook rice.” Chinese proverb

Give people a stake in the outcome.

Reasons Why Managers Fail 80% due to ineffective communications 79% due to poor work relationships 69% due to person/job mismatch 61% due to failure to clarify direction/performance expectations 54% due to failure to adapt and break old habits Source: Mitch Neubert, Ph.D.; Baylor Business Review 10/2004; Kelly School of Business, Indiana University 2006

Invite some people to leave.

Build consensus with the team.

“Leadership at Work” blog www.johnbaldoni.com ● john@johnbaldoni.com