Join John Ullmen for an in-depth discussion in this video Align with shared values, principles, or purposes, part of Influencing Others.
The 12th method is, align with shared values, principles, or purpose. People want to be seen and known as acting in line with, and not contrary to, values and principles such as fairness, or generosity to others in need. Remember the executive from our earlier example, who wanted the new customer relationship management system? He eventually used shared values as a crucial element to persuade the CFO to approve the project. What made the difference? Well the company's mission centered on exceeding customer expectations.
And the executive created a short video showing a dismal day in the life filled with customers suffering service problems that the new software would prevent. When the executive framed the issue as a core values violation it finally hit home with the CFO. People hunger for more appeals to the inspiration that lies in shared values, principles, and purpose. I analyzed a leading global organization and found that among the dozens of leadership competencies that the many thousands of respondents rated, the one they wanted more of, by far, was this.
Be more motivating and inspiring. Over 50% of all respondents chose that item. That's my experience working with many organizations. But this is much more the rule than the exception. It's a huge influence opportunity. Many people these days are being task managed to the hilt. But they don't see how their daily work connects to broader purposes that make lives better. There's an old adage about two people who are laying bricks on a wall. One is mechanically going through the repetitive motions of spreading the mortar and putting the bricks in place.
Asked what he's doing, he replies, I'm laying bricks. The other person is performing the exact same actions, but with alacrity and a glow in his eye. When he's asked what he's doing, he says, I'm building a cathedral. Here's how to use this method. First, focus on values and principles that you share with the people you're persuading and show how your recommendation puts them in action. Second, clarify how your recommendation advances the positive purpose of the people you're persuading, your family, community, team, or organization. Align your proposals with shared values, principles, and purpose.
It's an uplifting influence method that helps you move people from laying bricks to building cathedrals.
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- Turning objections into actions
- Adding more impact to your ideas
- Establishing urgency
- Using the influence advantage checklist
- Influencing to inspire
- And many more....<br><br>
- The PMI Registered Education Provider logo is a registered mark of the Project Management Institute, Inc.