People skills Flashcards
Name 5 People Skills
Influence Negotiation Decision Making Communication Collaboration and partnering
Explain what the People Skill of influence is.
Influence is:
To affect a change in how someone thinks or behaves
To have an impact in affecting the way something develops
To hold power or sway resulting from ability,resources or position
Ability to make people agree to what you want them to do
The point of influence is to make others help you reach your goals
What are 3 elements in building influence?
1) Understanding others thru listening and empathy
2) Promoting your case
3) Building a network of influence thru personal and corporate networks and brokers
Discuss Mendelow’s Power/Interest matrix
The matrix outlines strategies for dealing with stakeholders:
1) those with low power/low interest - minimal effort, just give direction/ instruction
2) those with high power/low interest - keep satisfied
3) low power/high interest - keep informed
4) high power/high interest-‘key players’, invest, participate, consult
What are the 4 techniques of influence?
1) Rational/logical persuasion - laying out the argument with your conclusion as the only reasonable way forward
2) inspirational appeal - appeal to emotions by linking the desired outcome to a set of values or beliefs or vision of group
3) Consultation - you know what you want to do but you seek advice on how to do it - builds commitment to initiative
4) Collaboration- you are offering your assistance to help make something you desire actually happen. The idea may have come elsewhere but you’re making it happen
What is the 3-Stage Approach to negotiation?
1) Pre-negotiation Establish negotiation team Understand your desired outcome Understand likely needs and approach of counterparts Try to identify likely agreement zones Consider negotiation strategy Prepare your case and set up meeting 2) Negotiation Open meeting Decide who goes first State your case Listen to their case Argument and explore agreement Close the deal 3) Post-Negotiations Formal written statement of agreement Plan implementation Follow up with meetings/communication to maintain relationship
What are the 3 strategies to negotiation?
The strategies you use will depend on how much you value maintaining a longer-term relationship with the counterparty
1) Competitive- low concern for other party - emphasis on beating them to demonstrate power
2) Concession - these strategies come from a sense of weakness or desperation or a belief that other party is strong and will adopt a competitive strategy.
3) Collaborative - strategies that try to achieve a win-win for both sides, but also consistent with norms and values
What are the behavioral aspects of decision-making?
1) People often seek to attain multiple objectives when making a decision
2) people use reason and emotion in different combinations when making a decision
3) people are influenced by each other when deciding something
4) not all people care as much about the decision as others
5) some people have more power than others in the decision
What are the 4 communication styles?
1) Passive- avoids expressing needs or feelings, too much concern for what others might think
2) Aggressive- expresses opinions and needs in a way that violates others’ rights (abusive)
3) Passive-Agressive - Avoids expressing needs and feelings directly, but expresses anger in subtle ways behind the scenes - feel powerless, so attempt to undermine others (negative influence)
4) Assertive- clearly states opinions and feelings without violating others’ rights (most suitable)
What is the definition of Collaboration and Partnering?
Engaging with stakeholders to deliver results
What are 7 aspects of effective collaboration and partnering?
1) making an effort to find out stakeholders needs expectations and motivation to discover what can be provided
2) establishing a rapport with strategic partners by adopting a friendly knowledgeable and helpful attitude
3) building strong networks with key stakeholders and promoting the sharing of resources
4) treating stakeholders with equal courtesy, consideration and respect and exemplifying corporate culture and values
5) appreciating others points of you even when you don’t agree
6) negotiating diplomatically and seeking to find common ground, compromises and mutually acceptable solutions
7) operating viable and constructive responses in a timely manner
