Moving out of the comfort zone
For I’s, going out is more of a stretch
For E’s, going in is more of a stretch
Influencing and personal energy
Power and influence
- Formal authority
- Expertise
- Resource control
- Personal
Influencing styles
- Rewards/punishments
- Participation and trust
- Common vision
- Logical persuasion
Or…
- Push
- Pull
- Move away
Average influencers
- Immediate counter proposals
- Irritators
- Argument dilution
- Defend / attack spirals
What is my usual style? What is my style under pressure? What style would I like to develop?
Skilled influencers
- Behaviour labelling – “I’m going to ask you some questions”
- Seeking information
- Testing understanding
- Feelings commentary
Compare with the consultation
Low reactors are people who do not respond to feelings
Reframing questions
Puzzles have a single answer (not broken)
Problems may have many routes to many possible answers
Action learning group
Programmed learning + questioning insight
This needs to be facilitated in a learning organisation
Learning about
- Problem
- Self
- How you learn