The Leadership Communication Mastery Series Week 4/Lesson 4 ...

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The Leadership Communication Mastery Series Communicating to Influence Up, Down & All Around

Week 4/Lesson 4 – Effectively Closing Your Influencing Conversation Lesson 4 Learning Objectives: • Review and discuss Lesson 3 home work around Empathy • Empathy role play practice • Review any students that have Influencing Requests for feedback • Options for you after the response • Negotiation questions and negative consequences (natural and imposed) • Confirming the commitment to follow through • Where to go when none of this works? 3 Levels of confrontation and when to use each for influence Options for you after hearing the response? •

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Confident the response is a “YES” o Confirm it’s a yes o Develop an action plan with commitments for follow up, check-ins, negotiate timing, etc. with specificity, including:  Who 

What



Where



By When



How

Less than 100% yes (evaluate your max-min needs)

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o Treat it as a “NO” otherwise you’ll be wishing you had

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o Apply negotiation questions:        

What do you suggest? What can we do to get this done? What do you see as our choices? What can we do to make this happen? How can we move this forward? What other options have you considered? How can I support you in moving this forward? What would you do if you were in my position?

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Week 4/Lesson 4 – Effectively Closing Your Influencing Conversation o Negative consequences 

Natural – things that are naturally going to occur that are out of your control if the request you are making is not fulfilled. •

What are some of the natural negative consequences in the influencing situation you are presently working on for this program? 1. 2. 3. 4.

*Natural Negative Consequences - offer strong option for you to raise the bar

on the influencing request because the other person will perceive that you are communicating with their best interests in mind. 

Imposed – things that you or someone else will impose if the request you are making is not fulfilled. •

What are some possible negative consequences that may imposed in the influencing situation you are presently working on for this program (that the person you are speaking with will care about)? 1. 2. 3. 4.


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Week 4/Lesson 4 – Effectively Closing Your Influencing Conversation Where to go if none of this works? Confrontation: Key Point: Confrontation does not = conflict Key Point: Confrontation defined = “to stand or come in front of” 3 Levels of Confrontation: 1.

Discrepancy Confrontation: Point out there is a discrepancy between what was agreed to and what actually occurred. Focus only on undisputable facts and observable behavior, keep opinions and emotions out of the discussion. For example: “Steve, I’m frustrated (confused, concerned, etc. choose your degree of accountability word/phrase here) because last week we agreed you would have that report on my desk by Friday at 5pm, (past positive behavior or agreement) it’s now noon on Monday and I don’t have it.”(example of negative behavior or mismatched behavior vs. previous agreement)

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Behavior Influencing Request: You are presently working on this one.

3.

Accountability Confrontation: At this level you are moving towards the last resort and position power as you have moved through the other types of confrontations and influencing requests. For example: I need to know if you are willing and able to get me that report before the end of the day? Yes or No?


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