soft power: influencing people with integrity in networks & matrix orgs
DESCRIPTION
Keynote for senior managers of Novartis on how to influence people and strategies ethically and effectively in matrix organisations and networks / collaborations. Includes latest research from social psychology, neuroscience and behavioral economics. June 2011.TRANSCRIPT
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POWERBASEL JUNE 2011
SOFT
NICK JANKEL, WECREATE
INFLUENCING PEOPLE WITH INTEGRITY IN NETWORKS & MATRIX ORGS
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I HOPE THAT OUR WISDOM WILL GROW WITH OUR POWER, AND TEACH US, THAT THE LESS WE USE OUR POWER THE GREATER IT WILL BE.
THOMAS JEFFERSON
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12 YEARSAGO
AT A WARM & INVITING CAMPUS IN REDMOND, WA
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MOVE(OR CHANGE OR CHOOSE WHAT YOU WANT)
IF YOU WANT PEOPLE TO
YOU HAVE 3 OPTIONS
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RULESAND PUNISH PEOPLE WHEN THEY TRANSGRESS
SET DOWN
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REWARDSOFFER
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RESPONDTO AN INSIGHT, IDEA, INVITATION OR INTENTION
OR MOTIVATE THEM TO
AND WITHOUT AUTHORITY THIS IS THE ONLY LEVER WE HAVE LEFT ANYWAY
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RESPONSEABILITY
WHICH MEANS INSTILLING IN YOURSELF & THEM
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HUMANITYTHEREFORE INFLUENCE IS ABOUT BEING MORE REAL, AUTHENTIC & EMPOWERING THAN EVER BEFORE
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OPENSENSING & HONORING OTHERSINVESTING ENERGY & TIMESHARING YOURSELFMONITORING YOUR DESIRE TO CONTROL ETC.
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#1RECOGNISE THAT SOFT POWER DEMANDS MORE OF YOU ALL OF THE TIME
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7 YEARSAGOAT A LITTLE COMPANY CALLED TESCO
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MATRIXORGS CAN BE MORE FRUSTRATING THAN THE SEQUELS TO THE MOVIE
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CRACKBUT WITH THE MATRIX COMES THE SOUND OF OLD FIEFDOMS & WORKING CULTURES CRUMBLING
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NETSWORK
OFTEN MORE POWERFULLY THAN HIERARCHIES (ITS NO WONDER GM - INVENTOR OF LINE MANAGEMENT & THE KPI - STRUGGLES IN THE NETWORK)
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PEERPOWER DISPLACES HIERARCHY TO BECOME THE MOST IMPORTANT FORCE IN SOCIETY
FROM THE OCCURRENCE OF OBESITY TO THE ARAB SPRING
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PROOFWHEN WE SEE OTHERS DOING SOMETHING - CALLED SOCIAL PROOF - WE WANT TO DO IT TOO
USED IN THE MIDDLE EAST TO REASSURE CITIZENS THAT OTHERS WERE PROTESTING TOO
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AGENDASIN NETWORKS OF PEERS THERE ARE OFTEN HIDDEN AGENDA - SO KNOWING WHO INFLUENCES WHO IN THE NETWORK IS KEY
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GRAPHPLOTTING WHO THE MAJOR INFLUENCERS ARE - AS WELL AS WHETHER THEY ARE FRIEND OR FOE - CAN BE VITAL
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ACCOMPLICES ALLIES
ADVERSARIES OPPONENTS
SOURCE: THE EMPOWERED MANAGER
TRUST
AGREEMENT FENCE SITTERS
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#2KNOW WHO IS WHY IN YOUR NETWORKACTIVELY BUILD YOUR STRONG & WEAK TIES
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MOTIVESWE NEED TO KNOW THEM IN ORDER TO USE THE RIGHT LEVERS TO GAIN THE AGREEMENT OF OTHERS
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MONEY
USERNEED
SIGNALING AND CAREER CONCERNS
LEANING AND SKILLS DEVELOPMENT
RECIPROCITY
STATUS
FUN AND ENJOYMENT
REPUTATION
INTELLECTUALCHALLENGE
AUTONOMY
PROFESSIONALSAND PERSONAL
IDENITY
!
AUTOMONY
PROFESSIONAL & PERSONAL
IDENTITY
REPUTATION
RECIPROCITYUSER NEED
MONEY
INTELLECTUAL CHALLENGE
FUN & ENJOYMENT
LEARNING & SKILLS DEVELOPMENT
SIGNALING & CAREER CONCERNS
STATUS
INTRINSIC MOTIVATIONS
EXTRINSIC MOTIVATIONS
SOURCE: IDEO
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FEARFAMEFORTUNEFRUSTRATIONFREEDOM (REALISATION, GROWTH ETC)
THE BIG 5
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INSIDE INTRINSIC MOTIVATIONS APPEAR TO TRUMP OUR EXTRINSIC MOTIVATIONS
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VALUESARE MORE IMPORTANT THAN THINGS OF VALUEINTRINSICALLY MOTIVATED BEHAVIOR OFTEN DROPS OFF WHEN PEOPLE ARE REWARDED WITH ‘THINGS’
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FORGETCOARSE FINANCIAL INCENTIVES. TAP INTO THE REAL REASON PEOPLE WANT TO CONTRIBUTE TO YOUR VISION
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GROWTHIS THE KEY MOTIVE FOR COLLABORATIING IN A NETWORK
LEARNING, MASTERING, EXPLORING, EXPERIENCING, EXPANDING
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TREATPEOPLE AS IF THEY HAVE ALREADY DONE WHAT YOU THINK IS BEST(PEOPLE WILL WANT TO ACT IN CONGRUENCE WITH HOW THEY ARE SEEN)
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#3GAUGE PEOPLE’S VALUESFULFILL THE INTERNAL BEFORE THE EXTERNAL
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CHANGEHOW DO WE TAP INTO PEOPLE’S MOTIVATIONS & VALUES TO CREATE CHANGE?
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INSIGHTCONSUMER DATA, TREND ANALYSIS, MARKET MAPS, SYSTEMS THINKING, APPRECIATIVE INQUIRY
*
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EXPERTINSIGHTS PROVIDE AUTHORITY WHEN YOU DON’T HAVE AUTHORITY OF POSITION
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SEDUCEINSIGHTS (& STRATEGY TOOLS) CAN WIN OVER ANY LEFT-BRAINER
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CONSENSUSINSIGHTS - WHEN DEVELOPED COLLECTIVELY - CAN GENERATE MUCH NEEDED AGREEMENT ON THE UNDERLYING PROBLEM / QUESTION / REALITY
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INVITESTART A PILOT, CONVENE A MEETING OF MINDS, CREATE A WORKING GROUP OR FACEBOOK PAGE AND ENABLE PEOPLE TO GET INVOLVED
*
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MATCHPEOPLE ARE MORE LIKELY TO DO THINGS FOR YOU ONCE YOU HAVE DONE SOMETHING FOR THEMRECIPROCITY AN INSANCELY POWERFUL FORCE
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MIRRORWE WANT TO DO THINGS FOR PEOPLE WE FEEL ‘GET’ US
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LOVE?IRRESPECTIVE OF WHETHER WE LIKE THEM OR NOT
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IMAGINEIDEASSTORIESVISIONS
*
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STORIESWHAT IS POSSIBLE IF WE DO X?WHAT WE MIGHT LOSE IF WE DON’T DO Y?WHAT MISTAKES WE MADE DOING Z?WHAT IS THE CONTEXT OF OUR REQUEST? WHAT IS THE TEAM GREAT AT ALREADY?
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MOONWHEN JFK GAVE HIS MOON SHOT SPEECH IN 1961 WE DIDN’T HAVE THE METALS, PROPULSION POWER, COMPUTERS, NAV SYSTEMS OR ASTRONAUTS TO GET US THERE
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8 YEARSLATER
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EMOTEEMOTION IS CRITICAL FOR ALL DECISION-MAKING
NEUROSCIENCE SHOWS WHEN WE HAVE NO EMOTION, WE CAN’T DECIDE ANYTHING
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PERFORMBODY LANGUAGE SAYS MORE THAN MANY WORDS
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#4VITAL TO DEVELOP OUR CAPACITY TO WIELD INSIGHTS, INVITES & IMAGINATION
AND THEN EMBODY THEM
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PRINCIPLEOF HOW WE ‘ORGANISE’ OUR ORGANISATIONS IS CHANGING RADICALLY
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TRIBES / CLASS
HIERARCHIES / BUREAUCRACIES
MARKETS
NETWORKS
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TRIBE / CLASS HIERARCHY MARKET NETWORK
CENTRAL IDEA
STRENGTH THROUGH SOLIDARITY
RULES DICTATED BY ELITES
REWARDS GAINED THROUGH
COMPETITION
EMERGENCETHROUGH CO-
CREATION
KEY FORCE KIN TIES OF GROUP IDEOLOGIES OF
SILOSPROFIT MOTIVE OF
INDIVIDUALSRESPONSIBILITY OF
COMMUNITIES
MOTIVES LOYALTY AND GROUP WELLBEING
FEAR AND VESTED INTEREST
GREED & SELF-INTEREST
GROWTH & REALISATION OF
COLLECTIVE POTENTIAL
TYPES OF LEADER HERO AUTOCRAT TECHNOCRAT COLLABORATOR /
INFLUENCER
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DESIGNFOR CO-CREATION
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NUDGEPEOPLE TOWARDS SUCCESS WITH CRITERIA, CHECKLISTS, RESPONSIVE WORKFLOWS, SMART AGREEMENTS, MEETING DESIGN ETC
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THUMBREPLACE RULES OF GOOD AND BAD WITH RULES OF THUMB (HEURISTICS)
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DIVERSETEAMS MORE LIKELY TO CREATE BRILLIANCE THAN INDIVIDUAL GENIUSES
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CULTURESOF COLLABORATION ARE GEARED FOR INFLUENCING
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#5IN NETWORKS, INDIVIDUALS CAN INFLUENCE LARGE TEAMS TO GENERATE A CULTURE OF INNOVATION FROM THE BOTTOM-UP (WITHOUT MASSIVE INVESTMENT)
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INSTANTIS GREAT IN COFFEE BUT UNREALISTIC IN THE DEVELOPMENT OF GREAT INFLUENCING SKILLS
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JOURNEYTOGETHER WITH PEERSSHARE SUCCESSESLAUGH ABOUT FAILURES
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LIFELONGLEARNING
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FAILUREDOES NOT EXIST
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UNLESSYOU GIVE UP LEARNING HOW TO INFLUENCE
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#6SETTLE IN FOR A LIFELONG JOURNEY TO DEVELOP A SKILL THAT WILL PUT YOU STEPS AHEAD OF OTHERS IN THE NETWORKED ECONOMY
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1 MONTHAGO
PITCHING A TV SHOW IN NEW YORK
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SECRETSAUCE
WHAT IS IT?
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JENE SAIS QUOI
A CERTAIN...
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PARADOXHUMILITY WITH HUGE AMBITIONMODESTY WITH MAGICLISTENING WITH LIONIZING
THE INFLUENCER’S
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INTENTIS EVERYTHING
*
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MORALCOMPASS NEEDS CONSTANT TUNING
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SERVEASK YOURSELF THESE...1) HOW CAN I BEST SERVE WHAT IS SEEKING TO EMERGE?2) HOW CAN I GENERATE A CONTEXT THAT CREATES THE BEST RESULT FOR...?
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WHO?THAT IS THE QUESTION TO CONTEMPLATE ONGOINGLY
WHO DO WE WANT TO WIN?
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WIN WINAND ABOVE ALL, WHAT IS THE WIN WIN WIN THAT HAS THE ORG, OURSELF AND SOCIETY WIN?
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ALWAYSEXIST IF WILLING TO ABANDON ASSUMPTIONS AND SEARCH FOR HIGHEST VALUES SHARED BY ALL
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BELIEVEIF WE HAVE THE MORAL IMAGINATION THAT STEMS FROM THE RIGHT INTENT THEN THERE IS ALWAYS A WIN WIN WIN
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#7LEVERAGING HONED INTENT IS THE KEY TO SOFT, STRONG & LONG LASTING POWER
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ALL POWER IS A TRUST; WE ARE ACCOUNTABLE FOR ITS EXERCISE; THAT FROM THE PEOPLE, AND FOR THE PEOPLE ALL SPRINGS, AND ALL MUST EXIST
DISRAELI
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N.B.GREAT INFLUENCERS PLAY A KEY ROLE - PERHAPS SOON THE KEY ROLE - IN THE GROWTH OF ANY NETWORKED BUSINESS