1.
Influencing Without
Authority
Jaimon Jacob

2.
Let us introduce each other!

3.
Icebreaker
Purpose:
Use different methods of persuasion.

4.
After completing this training, you
should be able to:
 Explain the purpose of influence.
 Identify the barriers to influence.
 Influence your colleagues using an influence
strategy.

5.
What is influence?
The power to get your work
done.
You influence:
 Friends
 Colleagues
 Managers

6.
What do you know about
influence?
 Ask and get it
 Think how to get it
 Give and get it

7.
External barriers to influence
 Power differential
 Different goals and objectives
 Incompatible performance measures
 Rivalry

8.
Internal barriers to influence
 Lack of knowledge
 Attitudes
 Fear
 No focus

9.
Overcoming the barriers
 Relationship exists
 Relationship does not exist

10.
Step 1: Assume all are potential
allies

11.
Step 2: Clarify your goals and
priorities

12.
Step 3: Diagnose the world of the
other person

13.
Step 4: Identify the relevant
Currencies; theirs and Yours

14.
Step 5: Deal with relationships

15.
Step 6: Influence through give and
take

16.
Case study

17.
Problem

18.
Step 1:
Assume All are
Potential Allies

19.
Step 2:
Clarify Your
Goals and
Priorities
Need
John’s
help for
half a day!

20.
Step 3:
Diagnose the
World of the
Other Person

21.
Step 4:
Identify
Relevant
Currencies;
Theirs and
Yours
I need more
resources to
help me!

22.
Step 5: Deal
with
Relationships

23.
Step 6:
Influence
Through Give
and Take

24.
It’s your turn now…

25.
References
Cohen, A. R., & Bradford, D. L. (2012). Influencing up. Hoboken, N.J.: Wiley.
Fisher, R., & Sharp, A. (1999). Getting it done: how to lead when you're not in
charge. New York: HarperPerennial.
Cohen, A. R., & Bradford, D. L. (1990). Influence without authority. New York: J.
Wiley.
The Influence Model. (n.d.). - Communication Skills Training From
MindTools.com. Retrieved August 21, 2013, from
http://www.mindtools.com/pages/article/influence-model.htm