Skill Level Intermediate
(gentle music) - To evoke emotion, we must show emotion. Turn on the video camera on your phone sometime, and record yourself in a practice attempt to influence someone. When you watch back, do you seem animated and excited? Or bored and apathetic? Remember, to evoke emotion, show emotion. - Why is no so often the default in corporate life? You want to launch a pilot? No. You want to revamp the intake procedure? No. You want to explore the Chinese market? No. That's because it's a lot less risky to maintain the status quo. So if you want to get people to say yes to you, there's a simple formula. You have to reduce the perceived risk. In fact ideally, you want to convince them it's riskier to say no and leave things as they are than it would be for them to try something new. - [Terri] Our goal is to enhance organizational performance, create desired changes, and sustain the outcomes. Engaging our stakeholders and gaining their support through communication, consultation, and involvement, will help ensure a healthy project portfolio delivery. We want our approach to emphasize inclusivity and continuous stakeholder engagement. - Often as project manager or program manager, you're not the line manager of the people on your projects. And you have to negotiate to get the ones you want from their other work. This involves influencing their line managers to release them, and influencing the people themselves, to want to come and work on your project. How would you persuade a person to come and work on your project? Five ideas. Number one, show them that it's an interesting project. It's going to cover new ground. Second, that it's an important project. It's going to make a difference to the organization. Maybe even to the world. Third, that it's got a great team. Fourth, compliment them, so they feel good about working with you. They're great, they're perfect for the project, their skills are unique, you really need them, and you'll look after them.