2012 NYS ACE Women’s Network Annual Conference HOW TO TOOT YOUR OWN HORN WITHOUT BECOMING A ONE PERSON BAND! Using INFLUENCE for Navigating in Times of Turbulent Change

What are you doing now? Do you identify the things that make you stand out, and find out how they relate to the opportunities available to you? Have you uncovered the aspects of your life and work that need a bit of tweaking, and understand the threats your weaknesses expose you to? Do you have a solid plan? Do you have influence strategies to get things done? Do you have a crystal clear picture of what you want done?

How Ya’ Doin? How are you being perceived by the public, your colleagues, your institution? Do you have a seat at the table when decisions are made or are you the clean- up crew? How do you make things happen when you may have little or no authority? How do you toot your own horn?

Influence ??????????? We all rely on influence to get things done as it is a true leadership competency. Have you ever seen someone without any “real” or legitimate authority achieve more than a person with a fancy title? Have you ever been in a position of authority, but still not felt powerful? What if your team doesn’t see you as credible, relevant, or agreeable?

What is influence? Influence, according to the Merriam-Webster dictionary, is the “act or power of producing an effect without apparent force or direct authority.”

Nine Influence Strategies EMPOWERMENT BEING AWARE OF OTHERS’ NEEDS NEOTIATING PROFESSIONAL RELATIONSHIPS ORGANIZATIONAL SAVVY SINGING THE COMPANY SONG -COMMON VISION KNOCK THEIR SOCKS OFF - IMPACT MANAGEMENT USE LOGIC COERCIVE Based upon the work of French and Raven 1959; Influence Strategies Workbook by The Hay Group; Mindtools Ltd

EMPOWER Finding a win-win solution Fostering a team environment Allowing for new ideas and different points of view Giving credit Showing confidence in others

BE AWARE OF OTHERS’ NEEDS Figuring out what concerns or motivates the other person – what are their goals? Being empathetic Asking questions Tailoring your approach to the other persons needs or concerns Diagnose the other person’s world

NEGOTIATE Knowing the other person’s side Deciding what is your side? Are you clear on it? Offering rewards for doing what you want done WIIFM Asking for more than you need or expect Going for Win-win Saying “Let’s make a Deal” Reminding people what you did for them Believing everyone is a potential ally

ESTABLISH PROFESSIONAL RELATIONSHIPS Maintaining friendly communication Making and keeping a wide network – not just on Facebook Establishing constructive relationships Going out of your way to help others Staying in touch Taking an interest and LISTENING Finding common ground

HAVE ORGANIZATIONAL SAVVY Knowing who is REALLY in charge? Enlisting the support of key individuals Identifying existing coalitions Keeping your ear to the ground Knowing what is affecting higher education, business, the economy outside the office doors? Joining the winning side (but be sure that side is ethical!) Learning by other’s good examples

SING THE COMPANY SONG - COMMON VISION Building pride in your colleagues Knowing the goals and share them Wearing the T-shirt, drinking from the mug, singing the song Appealing to values and principles Hard Work Ethics Teamwork Support Having an inspiring vision and talking about it Do you have a department vision statement?

KNOCK THEIR SOCKS OFF - IMPACT MANAGEMENT Knowing “company stories or legends”- culture Presenting ideas with confidence Presentations skills training Toastmasters International Using high-impact examples, graphics, and visuals Telling your stories Being energetic Learning from others Trying different techniques

USE LOGIC Gathering data and information Constructing logical arguments Being systematic and prepared – do your research Understanding “Never ask a question that you don’t already know the answer to” Being succinct and clear Using concrete language (NOT-everyone, always, never…) Being aware of emotional language and fillers

WHEN NECESSARY BE COERCIVE Thinking “I’m gonna make you an offer you can’t refuse” Considering other options first Being clear about consequences and always following through Being sure everyone is pulling their weight Making requests reasonable and doable Letting people know if there is an “or else”

WHAT IS MY SWOT? With these strategies in mind which of these strategies are your: STRENGTHS WEAKNESSES OPPORTUNITIES (for growth, for development, for changing my image) THREATS (what stands in your way or is holding you back)

NOW?????? What are you going to do?

Creating and Living With Change What would you like to see change in your organization, your career, your position? What are you willing to do to create that change? How much are you willing to risk create the change?

What influence strategies might you use to bring about that change? What change is occurring that you don’t like? What influence strategies have you attempted to influence that change? If the change is inevitable what might you influence how the change is rolled out? How will you “get onboard” but continue to toot your own horn and make sure are at the band practice next time?

The best way to predict the future is to create it!!! Albert Einstein