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Project Manager : Project Manager Feb Mar 2013
32 Project Manager seek certainty and security, and the best way to communicate with them is to use hard data," Kelland advises. People in the third communication dimension are facilitators who are emotionally expressive but socially passive. " ese people are interested in how to get along with other people. To in uence them you need to convince them that what you want them to do will help people work together," he adds. e nal dimension is emotionally inexpressive and socially dominant people. ese are controllers and to in uence them you need to talk about bottom-line impacts and results. Typically, these people will be senior executives. "Project managers have to in uence a spider web of stakeholders and they can use this map to broker agreements with people who have di erent communication preferences," says Kelland. Project ow ners will usually be controllers, so communicating with them should be about e ciencies and retur ns. But there will also often be analysts on the team who will need to be presented with numbers to be persuaded. Any change managers involved in the project are likely to be facilitators. " ese are people who like to go out for co ee because what they are seeking is a liation," he says. "It doesn't matter whether the person you are trying to in uence is in a position of authority. If you are trying to in uence your boss, use your knowledge of their communication style and make sure you have new infor mation with which to persuade them, which requires planning and forethought." Skillful persuasion Superior interpersonal skills are essential for a project manager aiming to in uence another party successfully. "You have to be able to bring people with you and to do that you need good relationships," says Athol Chalmers, a former lobbyist for Telstra. "Something that is often not done well is authentic listening. People like to be heard." Chalmers claims authentic listening is about genuinely opening your mind to other people's views. "At the end of the day, persuasion is all about understanding people's personality types, listening to their point of view and developing trust. Because if you want to in uence others they have to tr ust you." ( 2 3 MARTIN LUTHER KING was renowned for his use of metaphor, such as "I have been to the mountain top", and his use of religious imagery that would have appealed to both white and black audiences. By looking to the future with his 'I have a dream' speech, he was making an argument for what should be done (often the most exciting kind of speech); in the language of Aristotelian rhetoric, this would be called a deliberative speech. WINSTON CHURCHILL is also famous for his many quips, but his speech commonly called 'We shall fight on the beaches' is one of the most well-known pieces of oratory. Telling the British populace that "We shall fight on the beaches, we shall fight on the landing grounds, we shall fight in the fields and in the streets, we shall fight in the hills; we shall never surrender" is one of the most stirring call to arms of all time. "Churchill's speech uses the rhetorical figure of 'anaphora', the repetition of a word or phrase at the start of successive sentences or lines or phrases," Miller explains. "This is opposed to 'epistrophe', the repetition of phrases at the end of sentences or lines, which might say, 'We will fight them on the beaches, and defeat them on the beaches, so that we can celebrate on the beaches'." ANCIENT GREEK PHILOSOPHER ARISTOTLE IDENTIFIED THREE APPEALS:ETHOS, PATHOS AND LOGOS. LOGOS, OR LOGIC, IS THE MOST COMMON IN PM. EVERY TIME YOU USE YOUR RESEARCH AND STATS TO BACK UP YOUR ARGUMENT, YOU ARE APPEALING TO LOGIC. •CAREER CENTRE
Project Manager Dec Jan 2013
Project Manager Apr May 2013