1. high performance executive counsel P OWER & P OLITICS : H OW DO YOU GET TO Y ES ( MUTUALLY B ENEFICIAL R ESULTS ) W OMEN IN E NERGY M ARCH 2016 VANRY + ASSOCIATES

2. The information and methodologies outlined herein are proprietary, trade secret, and their expression in this document is copyrighted, with all rights reserved to Vanry and Associates, Inc. Copying or distributing this material without prior written permission from Vanry and Associates, Inc. is strictly prohibited VANRY + ASSOCIATES WIE, March 2016, pg. 2

3.  Power is neither inherently “good” nor “bad”  An Emerging Best Practice in industry: – building and leveraging networks to produce mutually beneficial results  Numerous research studies suggest that Women often have a stronger orientation toward: – Building Networks – Seeking Mutually Beneficial results  Our observation is that Women may overlook or underestimate the value of these skills Points to Consider – Our Observations and Assertions VANRY + ASSOCIATES WIE, March 2016, pg. 3

4.  Three ways of utilizing Power* – Coercive – Manipulative – Persuasive  Persuasive Power is often the most effective when : – We intend on producing mutually beneficial results – We are working within our networks – We are working on complex situations involving change – We are committed to being authentic How do we think about Power? One perspective: *From the work of Robert Greenleaf VANRY + ASSOCIATES WIE, March 2016, pg. 4

5.  Thinking about the results first – who is the target? – Who are the stakeholders, who has an interest in the outcome (pro or con)? – How are they connected to the target? – How are you connected to them? – How strong are the relationships? Networks can be mapped to identify Alliances for producing results VANRY + ASSOCIATES WIE, March 2016, pg. 5

6. Generic Relationship Strategies H IGH R ISK P RODUCTIVE L OWER P RIORITY L OWER P RIORITY U NDER L EVERAGED U NDER L EVERAGED IMPACT RELATIONSHIP S TRONG W EAK H IGH L OW Current State Desired Change LEGEND: Build Relationship Minimize Impact Maintain and Leverage Engage and Activate Monitor for Changes, Opportunities Reinvent Relationship VANRY + ASSOCIATES WIE, March 2016, pg. 6

7.  It is critical that you understand: – “Your” desired results – “Their” concerns – as many of them as you can see – The congruence, or not, of your results and their concerns – be clear about this  You may benefit from being able to frame the conversations in what matters to them  You need to understand the commitments you are asking for, AND the commitments you are willing to make and deliver on Turning the Strategies into a Plan - Lots to do and 3 Things to remember WIE, March 2016, pg. 7 VANRY + ASSOCIATES