how to develop your personal power and influence to accomplish work in the organization. Start from where you are. It's a talk, so I told stories. Don't be surprised if you can't follow the transitions. Sorry... Look for more in the Agile Program Management, coming soon on leanpub.com

1. Influence and Authority:
Using Your Personal Power to Get
Things Done
Johanna Rothman
New: Manage Your Project Portfolio: Increase Your Capacity and Finish More Projects
@johannarothman
www.jrothman.com
jr@jrothman.com
781-641-4046

2. Here’s a Story About Influence and
Power
2 © 2012 Johanna Rothman

3. Would You Like to Be More Influential?
3 © 2012 Johanna Rothman

4. 4 © 2012 Johanna Rothman

5. Would You Like More Power?
5 © 2012 Johanna Rothman

6. 6 © 2012 Johanna Rothman

7. How Do You Obtain Influence or
Power?
Earn it, through proven competence
Repeated small and large wins
Other people vouch for you
You claim competence
7 © 2012 Johanna Rothman

8. Verbal Persuasion
Build rapport
Let’s build rapport together, right now.
Build rapport with the person next to you.
Take one minute, and then you tell me what you did
What did you do?
8 © 2012 Johanna Rothman

9. Congruent Influence (Laborde)
1. What is the specific outcome that you want?
2. Be positive.
3. Stay in the moment;
Listen and watch for the sensory data.
4. Can you make your desires match those of the other
person?
5. Look for short-and long-term objectives.
9 © 2012 Johanna Rothman

10. Does Verbal Persuasion Always Work?
10 © 2012 Johanna Rothman

11. Resistant Problems Need More
What are resistant problems?
Personal problems
Technical problems:
Multitasking
Technical debt
Call out some others
11 © 2012 Johanna Rothman

12. Deep-Seated Beliefs
We need to change personal experience
Vicarious experience works
Stories that make an emotional connection
Simulations (games) work
12 © 2012 Johanna Rothman

13. When Do People Change Behavior?
It’s worth the change
They know how to change behavior
Too often, we know it’s worth it, but we don’t know how
13 © 2012 Johanna Rothman

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16. Stories
Help someone know it’s worth the change
Offer some starts to how
Another Story
16 © 2012 Johanna Rothman

17. Patterson’s Influence Model
Motivation Ability
Make the Undesirable
Personal Surpass Your Limits
Desirable
Find Strength in
Social Harness Peer Pressure
Numbers
Design Rewards and Change the
Structural
Demand Accountability Environment
17 © 2011 Johanna Rothman

18. Personal Motivation
All motivation is intrinsic
“Try it, you’ll like it”
Make the undesirable desirable with small goals and feedback
Simulations and games
Logic does not work
When we set our own goals and are able to meet them,
we feel fulfilled
18 © 2012 Johanna Rothman

19. What You Can Do
Motivational interviewing
Link your desires to something that would be an
intrinsic motivator for the other person
What would be something intrinsically “right” for the
other person?
19 © 2012 Johanna Rothman

20. Ability
Practice is key to any change
Does the person know how to make the requested
change?
20 © 2012 Johanna Rothman

21. Deliberate Practice
Coding and testing dojos
I am not aware of management dojos
21 © 2012 Johanna Rothman

22. Harness Peer Pressure
The power of the right one
Enlist opinion leaders
Become an opinion leader
Opinion leaders are knowledgeable and trustworthy
They are accessible and speak their minds
22 © 2012 Johanna Rothman

23. The Power of Everyone
Makes the undiscussable discussable
23 © 2012 Johanna Rothman

24. Strength in Numbers
Social capital: enabling power of an essential network of
relationships
Instead of “my” or “your” problem, it’s “our” problem
Requires collaboration
24 © 2012 Johanna Rothman

25. Rewards and Accountability
Connect the behaviors
Social support
Money breaks the social contract
Money is a last resort
25 © 2012 Johanna Rothman

26. Change the Environment
Insanity: doing the same thing over and over again and
expecting different results -- Einstein
If you leave the environment the same way, how can you
change?
Change the environment so you don’t have a choice
26 © 2012 Johanna Rothman

27. One Way to Change a Project
Environment
27 © 2012 Johanna Rothman

28. One More Story
28 © 2012 Johanna Rothman

29. For Your Reading Pleasure
Laborde, Genie Z. Influence with
Integrity. Crown House Publishing.
Wales, 1998.
Pfeffer, Jeffrey. Power: Why Some
People Have it and Others Don’t.
HarperBusiness. 2010.
Patterson, Kerry and many others.
Influencer:The Power to Change
Anything. McGraw Hill. 2007
29 © 2012 Johanna Rothman

30. Let’s Stay in Touch
Tons more on jrothman.com
If you’d like me to stay in touch with you, give me your
card, sign up for my email newsletter with the yellow
form, or email me to sign you up.
Please invite me to connect with you on LinkedIn
30 © 2012 Johanna Rothman