1.
Sample Set for illustration purposes only.
Influence without Authority
Getting results through
trust, planning, & respect
McGurer and Associates Inc.
Executive Coaching • Educational Consulting
“Where experience makes the difference”
Website: www.mcgurer.com

2.
G.P.S.™
Goal Producing Strategy
What I will Learn What I will do What are the
with what I business results I will
learn be impacting?
Influence Without Authority

3.
The Influential Differential
Not So
Influential
Δ Highly
Influential
?
People People
Influence Without Authority

4.
Δ = C.I.T.
• Choice
• Intentionality
• Trust
Influence Without Authority

5.
Growing Influence
Trust Nemawashi
Incremental
Insightfulness
Approach
Power Inventory
Structural Holes
Reciprocal
Network Hub Concessions
Follow a
Process
Inoculation
I-Style Positive
Persuasion
C.I.T. Influence Without Authority

6.
I-Style
Increasing:
• Trust
• Credibility
• Others’ Perception of
your Value
Increases your
level of influence
Influence Without Authority

7.
Case Study: Justin Steps Up
Requirements Justin’s Attributes
Sort reams Attention to
of data detail
Coordinate Leadership &
w/Inspectors organizational
& mgt skills
Energy &
Long hours
Interest
Influence Without Authority

8.
Activity: House of Cards
• Each team must build a “House.”
– You will have 10 minutes
– Houses should be able to withstand slight breezes
or table movement
• Use only the cards and tape provided
• Teammates can speak ONLY to the Leader--
not to each other
Influence Without Authority

9.
IWA Process Model
Influence Without Authority

10.
Sample Influence Map
Phil
Dave Jeff
Stru
ctur
al h
ole
Tim Todd
Influence Without Authority

11.
Common Situation
The
“meetings”
after The
Meeting
You leading You
The Meeting
You meeting
with each
person
Influence Without Authority

12.
Nemawashi
You
meeting
with key
people
You after The
The Meeting Meeting
Influence Without Authority

13.
Timing: Put Time on Your Side
Especially for “bad news” sooner is always better.
(Don’t cry wolf but don’t wait until the last minute either.)
• Build a case of evidence-even if it’s preliminary
• Allow time for people to “catch up” to you:
1. Shoot at it
2. Explore it
3. Contribute to it
4. Accept it
• Allow time for incremental steps to be taken toward a
solution
Influence Without Authority

14.
Fairness
• Go beyond the logical perspective
– Offer reasons
– Explain how a conclusion was reached
– Communicate why an option is fair
• Give others a voice and involve them in the process
– If people feel they are heard and that the process is fair, they
are happier with the outcome
– If you are perceived as being fair and open, people are more
receptive to you
– Behavior change often drives attitude change
Influence Without Authority

15.
Walk like the Ducks
Personality How to Respond
1. Forceful 1. Speak with conviction
2. Brusque 2. Be brief
3. Down to Earth 3. Use practical examples
4. Concerned 4. Provide reassurance, not
5. Perfectionist problems
6. Charming 5. Show how loose ends are tied
up
7. Sensitive/insecure
6. Enjoy their chit-chat
7. Don’t draw attention to their
shortcomings. Provide data on
the right way to go.
Influence Without Authority

16.
H.O.C. Aggregate Feedback
During the activity, I felt this person was most
focused on:
Perception of Focus
0%
18%
82%
Achieving his/her personal objectives
Keeping his/her personal objectives hidden from the team
and/or the leader
Achieving the team's goal of building the house
Influence Without Authority

17.
H.O.C. Aggregate Feedback
• Trustworthy 8.9
10
How much did you trust 7.8
this person during the 8
activity? 6
• Trusting 4
How much do you feel
2
this person trusted you
during the activity? 0
Trustworthy Trusting
Influence Without Authority

18.
www.mcgurer.com
McGurer and Associates Inc.
Executive Coaching • Educational Consulting
Pick to Click for further reading
“Where experience makes the difference”
Website: www.mcgurer.com