The Leadership Communication Mastery Series Week 3/Lesson 3 ...
The Leadership & Workplace Communication Expert Transforming How Business Leaders Communicate so They Can Motivate
The Leadership Communication Mastery Series Communicating to Influence Up, Down & All Around
Week 3/Lesson 3 – Preparing to Influence Lesson 3 Learning Objectives: • • • • • • •
Review and discuss Lesson 2 home work Applying the approach at different levels (up, down & all around) Evaluating the responses to your influencing request, "yes," "no," or not sure Understanding the "fake" yes Recognizing "smokescreens" and responding to them The 3 possible options for addressing the responses you get Reinforcing empathy in your response to re-engage and move the conversation forward
What did you learn from the Lesson 3 Prep Work exercises? •
Creating your first influencing script:
•
Delivering your first influencing request:
©2012-2013 Weisman Success Resources, Inc. P.O. Box 5094, Poughkeepsie, NY 12602
1
phone: 845-463-3838
www.WorkplaceCommunicationExpert.com [email protected]
The Leadership & Workplace Communication Expert Transforming How Business Leaders Communicate so They Can Motivate
The Leadership Communication Mastery Series Communicating to Influence Up, Down & All Around
Week 3/Lesson 3 – Preparing to Influence What is the difference in influencing at each of these 3 levels? Up Content: What specific things do you need/want to influence above you? What type of requests might you make to them?
Process: How is influencing UP different than influencing at other levels? What specific things in the process you are learning is most important to consider?
Down Content: What specific things do you need/want to influence below you? What type of requests might you make to them?
Process: How is influencing DOWN different than influencing at other levels? What specific things in the process you are learning is most important to consider?
©2012-2013 Weisman Success Resources, Inc. P.O. Box 5094, Poughkeepsie, NY 12602
2
phone: 845-463-3838
www.WorkplaceCommunicationExpert.com [email protected]
The Leadership & Workplace Communication Expert Transforming How Business Leaders Communicate so They Can Motivate
The Leadership Communication Mastery Series Communicating to Influence Up, Down & All Around
Week 3/Lesson 3 – Preparing to Influence What is the difference in influencing at each of these 3 levels? Peers Content: What specific things do you need/want to influence your peers? What type of requests might you make to them?
Process: How is influencing your peers different than influencing at other levels? What specific things in the process you are learning is most important to consider?
Preparing for the Response: Yes, No or ? How good are you at assessing the response and whether it is a firm and clear “Yes,’ or a “No?” Have you ever made a request of someone and were unsure of their response as to whether it was a “yes” or “no?” Have you have been given what you thought was a firm and clear “yes” verbally but the follow on actions showed it was really a “no?” What was that like for you? What did you do?
Influencing RULE: If it is not a 100% clear “YES,” there is some “NO” in it and you need to evaluate the response further. ©2012-2013 Weisman Success Resources, Inc. P.O. Box 5094, Poughkeepsie, NY 12602
3
phone: 845-463-3838
www.WorkplaceCommunicationExpert.com [email protected]
The Leadership & Workplace Communication Expert Transforming How Business Leaders Communicate so They Can Motivate
The Leadership Communication Mastery Series Communicating to Influence Up, Down & All Around
Week 3/Lesson 3 – Preparing to Influence Keys to recognizing the response: • Listen to the response. • Use active listening strategies to reflect back what you heard. • Use empathy statements to encourage deeper response and reasoning. • Assess the words, tone and body language for congruency What are all the different ways people say “NO” without actually saying it (using Smokescreens)? How can you tell? Blame other people Look outside themselves to make excuses (situations, traffic, etc.) Become angry Become hurt and get defensive Try to change the subject with confusing non-sequiturs that confuse the issue Technically dazzle with information overload that overwhelms the listener and goes off point What are all the reasons why people don’t say “NO” directly? Low self-esteem They want to be liked The fear negative repercussions They don’t know how to say “no” effectively They don’t want to be perceived as not being a team player If you notice a smoke screen how should/could you respond? Breathe, relax and stay calm Be open to listening with no judgment or agenda Presume good intent Empathy and compassion Stay on point and message, if you don’t understand their response ask for clarification and continue asking for clarification and specificity until you get it.
©2012-2013 Weisman Success Resources, Inc. P.O. Box 5094, Poughkeepsie, NY 12602
4
phone: 845-463-3838
www.WorkplaceCommunicationExpert.com [email protected]
The Leadership Communication Mastery Series Communicating to Influence Up, Down & All Around
Week 3/Lesson 3 – Preparing to Influence Lesson 3 Learning Objectives: • • • • • • •
Review and discuss Lesson 2 home work Applying the approach at different levels (up, down & all around) Evaluating the responses to your influencing request, "yes," "no," or not sure Understanding the "fake" yes Recognizing "smokescreens" and responding to them The 3 possible options for addressing the responses you get Reinforcing empathy in your response to re-engage and move the conversation forward
What did you learn from the Lesson 3 Prep Work exercises? •
Creating your first influencing script:
•
Delivering your first influencing request:
©2012-2013 Weisman Success Resources, Inc. P.O. Box 5094, Poughkeepsie, NY 12602
1
phone: 845-463-3838
www.WorkplaceCommunicationExpert.com [email protected]
The Leadership & Workplace Communication Expert Transforming How Business Leaders Communicate so They Can Motivate
The Leadership Communication Mastery Series Communicating to Influence Up, Down & All Around
Week 3/Lesson 3 – Preparing to Influence What is the difference in influencing at each of these 3 levels? Up Content: What specific things do you need/want to influence above you? What type of requests might you make to them?
Process: How is influencing UP different than influencing at other levels? What specific things in the process you are learning is most important to consider?
Down Content: What specific things do you need/want to influence below you? What type of requests might you make to them?
Process: How is influencing DOWN different than influencing at other levels? What specific things in the process you are learning is most important to consider?
©2012-2013 Weisman Success Resources, Inc. P.O. Box 5094, Poughkeepsie, NY 12602
2
phone: 845-463-3838
www.WorkplaceCommunicationExpert.com [email protected]
The Leadership & Workplace Communication Expert Transforming How Business Leaders Communicate so They Can Motivate
The Leadership Communication Mastery Series Communicating to Influence Up, Down & All Around
Week 3/Lesson 3 – Preparing to Influence What is the difference in influencing at each of these 3 levels? Peers Content: What specific things do you need/want to influence your peers? What type of requests might you make to them?
Process: How is influencing your peers different than influencing at other levels? What specific things in the process you are learning is most important to consider?
Preparing for the Response: Yes, No or ? How good are you at assessing the response and whether it is a firm and clear “Yes,’ or a “No?” Have you ever made a request of someone and were unsure of their response as to whether it was a “yes” or “no?” Have you have been given what you thought was a firm and clear “yes” verbally but the follow on actions showed it was really a “no?” What was that like for you? What did you do?
Influencing RULE: If it is not a 100% clear “YES,” there is some “NO” in it and you need to evaluate the response further. ©2012-2013 Weisman Success Resources, Inc. P.O. Box 5094, Poughkeepsie, NY 12602
3
phone: 845-463-3838
www.WorkplaceCommunicationExpert.com [email protected]
The Leadership & Workplace Communication Expert Transforming How Business Leaders Communicate so They Can Motivate
The Leadership Communication Mastery Series Communicating to Influence Up, Down & All Around
Week 3/Lesson 3 – Preparing to Influence Keys to recognizing the response: • Listen to the response. • Use active listening strategies to reflect back what you heard. • Use empathy statements to encourage deeper response and reasoning. • Assess the words, tone and body language for congruency What are all the different ways people say “NO” without actually saying it (using Smokescreens)? How can you tell? Blame other people Look outside themselves to make excuses (situations, traffic, etc.) Become angry Become hurt and get defensive Try to change the subject with confusing non-sequiturs that confuse the issue Technically dazzle with information overload that overwhelms the listener and goes off point What are all the reasons why people don’t say “NO” directly? Low self-esteem They want to be liked The fear negative repercussions They don’t know how to say “no” effectively They don’t want to be perceived as not being a team player If you notice a smoke screen how should/could you respond? Breathe, relax and stay calm Be open to listening with no judgment or agenda Presume good intent Empathy and compassion Stay on point and message, if you don’t understand their response ask for clarification and continue asking for clarification and specificity until you get it.
©2012-2013 Weisman Success Resources, Inc. P.O. Box 5094, Poughkeepsie, NY 12602
4
phone: 845-463-3838
www.WorkplaceCommunicationExpert.com [email protected]
