Here are resources that you will need to complete this assignment:
- M7-3 Assignment instruction
- M7-3a Stakeholder Disc Mapping guide
- M7-3b DiSC Interaction Guide Keys to Influencing Your Stakeholders
|
Module 7-3b Resource
Don't use plagiarized sources. Get Your Custom Essay on
Your Influence Action Plan
Just from $13/Page
DISC Interaction Guide
|
Keys to Influencing Your Stakeholder(s)
|
Dominance
|
influence
|
|
nizing Buying Styles – A The “D” Style
Priorities: Results, Action, Competency
Build trust through: Confidence
|
The “i” Style
Priorities: Enthusiasm, Action, Relationships
Build Trust Through: Openness
|
|
Positive Strategies
· Use a confident, no-nonsense approach
· Get to the point
· Give options – sense of control
· Convey respect for them
· Focus on bottom-line results
|
Things to Avoid
· Small talk
· Wasted time
· Too many details
· Indecisiveness
· Challenging their authority
· Not giving them control
|
Positive Strategies
· Use an upbeat and lively approach
· Give them lots of time to tell their story and talk
· Be open about yourself
· Show empathy for their concerns
· Show how your idea helps other people
|
Things to Avoid
· Dry or dull analysis
· Too many details
· Appearing cold or detached
· Disapproving of them
· Being negative or pessimistic
|
|
What You Should Emphasize
The bottom line
Immediate outcomes
Ease of use, efficiency
Profits, savings
|
What You Should Emphasize
Testimonials and support from other people they know
New and exciting opportunities
How your proposal makes them look good
Ease of use
|
|
Conscientiousness
|
Steadiness
|
|
The “C” Style
Priorities: Quality, Competency, Dependability
Build Trust Through: Expertise
|
The “S” Style
Priorities: Sincerity, Relationships, Dependability
Build Trust Through: Kindness
|
|
Positive Strategies
· Use an objective approach
· Go through details
· Have evidence to back up your ideas
· Use logic to connect your solution to a problem
· Let them show their knowledge & expertise
|
Things to Avoid
· Emotional appeals
· Coming unprepared
· Appearing illogical
· Being overly enthusiastic
· Pressure
· Being too personal
|
Positive Strategies
· Use a casual, low-pressure approach
· Show warmth & sincerity
· Present information in a clear, step-by-step manner
· Allow them time/space to process
· Offer reassurance
· Show benefits to the team
|
Things to Avoid
· High pressure
· Being pushy or arrogant
· Being unsure of yourself or what you are proposing
· Sudden changes in your approach
· Conflict
· Unpredictability
|
|
What You Should Emphasize
Quality, high standards
Your expertise
Logical reasons
Evidence
|
What You Should Emphasize
Successful examples from the past
Stability and security
Guarantees or warranties
On-going support
|
M7-3a Resource
|
Stakeholder DiSC Mapping Guide – in 3 Steps
|
|
We know that DISC style is one factor in understanding a person’s priorities, motivations and preferences. We do not always have the luxury of knowing our stakeholder’s DiSC style. We can, however, approximate any person’s DiSC style by observing behavior and asking two questions:
|
|
1.
|
First, think about the stakeholder. Consider whether this person tends to be more:
|
Fast-paced & Outspoken
OR
Cautious & Reflective
|
2.
|
Then, consider whether stakeholder also tends to be more:
|
|
Accepting &
Warm
Questioning &
Skeptical
OR
|
|
3.
|
Now, combine these tendencies to determine his or her DiSC® influence style.
|
|
DOMINANCE
CONSCIENTIOUSNESS
iNFLUENCE
STEADINESS
|
Human Performance in the Organzation
Washington University – T55 ETEM-521.01
Module7
Influence / Negotiation
M7-3 Influence Action Plan
Required
POSSIBLE POINTS = 70
Influence and Negotiation – Action Plan
Select a real issue, proposal or proposition that you are facing at work where you want to influence another person to take an action or change something that they are currently doing. Note: If you are not currently employed, think of a situation in a class team, with your roommate or another other group Use this document to analyze the situation and document an influence plan that will help you succeed.
Part I: Situation Analysis
What is the idea, approach, solution or proposition that you plan to communicate to your stakeholder(s)?
What do you hope to persuade your stakeholder(s) to do based on that idea or proposition?
What are the stakes for you – how important is the issue?
What are the benefits to YOU?
What are the benefits of the idea or proposition to your Stakeholders (list as many as you can think of):
What objections might surface?
Part II: Stakeholder Analysis
Decision makers: Individuals who approve or reject your idea or proposal.
Influencers: People who have access to the stakeholders and decision makers and can sway their opinions.
Other Stakeholders: People who are affected by acceptance of your idea or proposal.
Categories of Receptivity
· Hostile
· Neutral
· Uninterested (informed but do not care)
· Uninformed
· Supportive
DiSC Style
and Priorities
(use M7-A Stakeholder DiSC Mapping Guide Tool to approximate DiSC Styles. Use M7-B DiSC Interaction Guide for information about how to influence each style.)
· (D) Dominance:
Action, Results, Competency
· (i) influence:
Action, Enthusiasm, Relationships
· (S) Steadiness:
Relationships, Sincerity, Dependability
· (C) Conscientiousness:
Competency, Quality, Dependability
|
|
Decision Makers
|
|
|
|
Name
|
|
|
Benefits (to them)
|
|
|
Receptivity
|
|
|
|
|
|
|
|
|
|
|
DiSC Style
|
(approximated or known)
|
Influencers
|
Name
Benefits (to them)
Receptivity
DiSC Style
(approximated or known)
|
|
Other Stakeholders
|
Name
Benefits (to them)
Receptivity
DiSC Style
(approximated or known)
Part III: Action Plan (DiSC Influence Strategies – use M7-B tool)
Decision Makers
|
|
|
|
|
|
|
|
Name
|
DiSC Style
|
|
|
|
|
|
|
Emphasize
|
|
|
|
|
|
|
|
Avoid
|
|
|
|
|
|
|
|
Three Strategies
1.
|
Name
DiSC Style
Emphasize
Avoid
Three Strategies
1.
|
Influencers
|
Name
DiSC Style
Emphasize
Avoid
Three Strategies
1.
Name
DiSC Style
Emphasize
Avoid
Three Strategies
1.
Name
DiSC Style
Emphasize
Avoid
Three Strategies
1.
Other Stakeholders
Name
DiSC Style
Emphasize
Avoid
Three Strategies
1.
Name
DiSC Style
Emphasize
Avoid
Three Strategies
1.
Name
DiSC Style
Emphasize
Avoid
Three Strategies
1.
Part IV: Self Analysis – Strengths and Challenges
|
My DiSC Style: _____
My Priorities: ___________, __________, __________
|
My Influence Challenges
(DiSC report and experience)
My Influence Strengths
(DiSC report and experience)
My Proposal:
Primary Benefits (3 – 5 benefits to you and your stakeholders):
Actions I want others to take:
Updated 7-27-2020
