1. Building
Relationships
AND LEADERSHIP INFLUENCE
STRATEGIES

2. We are a combination of
intentions, expressions, and
behaviors that can vary with
emotions, relationships, and
situations.
Intentions
Expressions
Behaviors

3. Resonant Leaders Consciously
Build Relationships
Purpose
Mastery
Being
Mastery
Acting
on
Purpose
Hope,
Compassion,
Renewal
From Leadership from the Inside Out - Kevin Cashman

4. Purpose Mastery* can build
relationships
Shared Vision and mission help articulate purpose with
others and build relationships.
Purpose is the most essential core of leadership. Without
purpose there is no mission, vision, or reason for being.
– Tom Votel
People are primarily looking for meaning in their work.
But not many leaders act as though they believe that’s
what really motivates people. – Bill George
*Leadership from the Inside Out

5. Being Mastery* instills confidence
from others
Focus on Being, instead of [just] doing, to have the
power to transform…physically and emotionally…
Explore & practice Holistic Health
̶ Meditation/prayer
̶ Nature experiences
̶ Exercise
̶ Diet/nutrition/hydration
̶ Sleep
̶ Spiritual
̶ Music, reading
̶ Loving relationships
*Leadership from the Inside Out

6. Awareness of self & others needs builds
relationships
First, being aware that we are not ‘aware’
– Boyatzis & McKee
Being aware of our feelings, thoughts, behaviors,
expressions, and intentions.
Being aware of the needs, feelings, thoughts, behaviors,
and expressions of others.
Using our intuition to perceive the intentions of others.

7. Mindfulness is present moment
awareness
…mindfulness as being awake, aware, and attending.
– Boyatzis & McKee
Mindfulness is non-judging. – Dr. Jeffrey Brantley
The mind always seeks to deny the Now and to escape
from it…it cannot remain in control without time…past
and future. Time and mind are…inseparable.
– Eckhart Tolle

8. Acting on Purpose builds
relationship confidence
Achieving action with
̶ NOW awareness
̶ NOW mindfulness
̶ Conscious behaviors
̶ 100% NOW listening, watching, understanding
…the only place we can handle change is in the
present…We need to become now-focused. – Kevin
Cashman

9. Hope, Compassion & Renewal are the
results of relationship building
Hope is about seeking solutions together.
Compassion is having empathy and caring about others
and their needs.
Renewal is shared growth and health.
Whatever is flexible and flowing will…grow. Whatever is
rigid and blocked will wither and die. – Tao Te Ching

10. Influence Strategies

11. Influence Strategies History
French & Raven 1959 historic study on
managerial power.
Hay group isolated 9 most frequently used &
effective influence strategies.
Logical Persuasion & Relationship Building
(Consultation) most often used strategies.
Different tactics used for influencing superiors, peers,
subordinates.

12. Resonant Leaders have high EQ to
influence relationships
SELF AWARENESS
 Emotional Self-Awareness
 Accurate Self-Assessment
 Self-Confidence
SOCIAL AWARENESS
 Empathy
 Organizational Awareness
 Developing others
 Diversity
SELF MANAGEMENT
 Self-control
 Adaptability
 Trustworthiness
 Innovation
RELATIONSHIP MANAGEMENT
 Leadership
 Influence
 Change Catalyst
 Communication
 Team building
INTERNAL EXTERNAL

13. Hay Group Influence Strategies
Empowerment: making others feel valued, involved,
recognized.
Interpersonal Awareness: identifying, addressing
concerns.
Bargaining: negotiating satisfactory outcomes.
Relationship Building: establishing & maintaining
constructive relationships.
Organizational Awareness: identifying & getting
support.

14. Hay Group Influence Strategies
Common Vision: showing how ideas support
organization goals.
Impact Management: choosing most interesting,
memorable idea presentation.
Logical Persuasion: logical reasoning, expertise, data to
persuade others.
Coercion: threats or pressure to force cooperation.

15. How do we influence others?
Depends on…
1. One person or many,
2. Hierarchy relationship
3. Familiarity
4. Knowledge & experience
5. Attitude & EQ
6. Priorities
7. Cultural norms

16. Feedback from Others on You
 1st 28 questions should be done by others on
your influence strategy practices. Ideally:
1superior
2 peers
1-2 subordinates
 2nd 26 questions is your impression of how you
use influence strategies.

17. Level 5 Leaders – Jim Collins
What influence strategies exemplify Level 5 leadership?
- personal humility
- professional will
Darwin Smith at Kimberly-Clark
Coleman Mockler at Gillette
George Cain at Abbott Labs
Cork Walgreen III
Alan Wurtzel at Circuit City

18. Exercise: circle what works for you
Superiors Peers Subordinates
Empowerment Empowerment Empowerment
Interper Awaren Interp Awaren Interp Awaren
Bargaining Bargaining Bargaining
Relationship Bldg Relationship Bldg Relationship Bldg
Org Awareness Org Awareness Org Awareness
Common Vision Common Vision Common Vision
Impact Mgmt Impact Mgmt Impact Mgmt
LogicaL Persuasion Logical Persuasion Logical Persuasion
Coercion Coercion Coercion
(And number in order of usage from most to least in each column)

19. Remember using D.i.S.C. to understand and influence others?

20. Relationship Exercise
1. 1st 5 Min: Find a different D.i.S.C. profile partner. Share
your D.i.S.C. Profile.
2. 2nd 5 Min: Discuss the role of PURPOSE and how it
influences organizational VISION.
3. 3rd 5 Min: Discuss BEING MASTERY, AWARENESS,
MINDFULNESS and ACTING ON PURPOSE.
4. 4th 5 Min: How do these concepts align with the
INFLUENCE STRATEGIES you use (circled columns)
in BUILDING RELATIONSHIPS.
5. Discuss in Week 6 Discussions and online meeting.

21. Relationship Fuel
Purpose
Mastery
Being
Mastery
Acting
on
Purpose
Hope,
Compassion,
Renewal
Servant
Leadersh
ip
PASSION
OPEN-ENDED
LISTENING