IABC Houston luncheon presentation, 23 Sep 2010; by Kathi Crawford SPHR, IAC-CC, w/ People Possibilities LLC

1. Using Your Personal Power
to Gain Stakeholder
Commitment
Presented by Kathi Crawford, SPHR, IAC-CC
© People Possibilities LLC. All rights reserved. Do not duplicate.

2. Objectives
• Recognize importance of focusing on
behavior, not personality
• Become familiar with patterns of behavior
• Develop a relationship profile and practice
identifying style issues and finding
appropriate solutions
• Connect your personal power to the Influence
Model

3. Relationship Profile
• Think of a
relationship at work
that is not as
productive as you’d
like it to be
• Briefly describe the
other person’s
behavior

4. Relationship Profile
• Describe your
perceptions about why
the relationship is not as
productive as you would
like it to be
• Identify the actions you
have taken to make it
more productive
• List words to describe
yours and the other
person’s behavior

5. What People Do
Process Decisions Fast
© People Possibilities LLC. All rights reserved. Do not duplicate.

6. Decisions
PROCESS FAST
• Think through • Instinctive, “gut” level
decisions • Correct decisions if
• Use facts & data not right
• Think before they talk • Talk and think at
• Consider present and same time
future needs • Consider immediate
• Paint the target on the needs
wall, prepare, aim and • Shoot at wall and
fire paint target around
most holes

7. What People Do
Process Decisions Fast
Dynamic
Environment Stable
© People Possibilities LLC. All rights reserved. Do not duplicate.

8. Environment
DYNAMIC STABLE
• Prefer unpredictable • Prefer dependable
environment environment
• Get bored with routine • Like predictable
• No “cast in stone” schedule
systems • Set up systems
• Use a “whatever • Plan ahead to avoid
works” approach confusion & conflict
• Enjoy a large • Complete one task
workload before moving to
another

9. What People Do
Process Decisions Fast
Dynamic
Environment Stable
Accuracy & Perfection Exacting
Flexible
© People Possibilities LLC. All rights reserved. Do not duplicate.

10. Accuracy & Perfection
FLEXIBLE EXACTING
• Not bound by rules • Follow rules and policy
• Use it if it works • Do things
• Set up systems only systematically,
when it expedites task sequentially
completion • Gather and analyze
• Yardstick includes facts
“close enough” • Develop processes to
• Focus on completion achieve quality
rather than precision • Focus on precision
rather than closure
© People Possibilities LLC. All rights reserved. Do not duplicate.

11. What People Do
Process Decisions Fast
Dynamic
Environment Stable
Accuracy & Perfection Exacting
Flexible
People Socially Assertive
Socially Cautious
© People Possibilities LLC. All rights reserved. Do not duplicate.

12. People
SOCIALLY CAUTIOUS SOCIALLY ASSERTIVE
• Stay quiet in large • Meet and interact with
groups others easily
• Observe first, then • Entertain others
interact • Never at a loss for
• Let others take the words
lead • Touch others when
• Reserved with little or talking
no touching • Derive energy from
• Derive energy from being with others
being along
© People Possibilities LLC. All rights reserved. Do not duplicate.

13. What People Do – Pattern One
Decisions Fast
Process
Environment Stable
Dynamic
Accuracy & Perfection Exacting
Flexible
People Socially Assertive
Socially Cautious
© People Possibilities LLC. All rights reserved. Do not duplicate.

14. What People Do – Pattern Two
Decisions Fast
Process
Environment Stable
Dynamic
Accuracy & Perfection Exacting
Flexible
People Socially Assertive
Socially Cautious
© People Possibilities LLC. All rights reserved. Do not duplicate.

15. Relationship Profile
• Identify style
differences and
needs
• Develop a plan for
improving this
relationship
• Share with a
partner

16. People are not DIFFICULT, they are
merely DIFFERENT
Adapting your own behavior for mutual
benefit is always a win
Our strengths and weaknesses are
complementary
© People Possibilities LLC. All rights reserved. Do not duplicate.

17. The Influence Model
© People Possibilities LLC. All rights reserved. Do not duplicate.

18. Resources
• “Influence without Authority” by Allan R.
Cohen and David L. Bradford, 2005, John
Wiley and Sons, Inc.;
http://www.influencewithoutauthority.com/
• The Effectiveness Institute Behavior Style
Profile®;
http://www.effectivenessinstitute.com/
• The Birkman Method® Assessment;
http://www.birkman.com/