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Project Manager : Project Manager Feb Mar 2014
www.aipm.com.au Project Manager 13 their ambivalent perspective to a supporting position will bene t our project. e following elements will examine the components of in uence and wrap up with how e ective in uence may be wielded. e use of the 'may' is relevant here in that it is rare that we will nd ourselves in the same situation twice. erefore, we need to be exible enough to adjust our approach to every instance. Understanding the components of in uence and how they interact provides the exibility to tailor an approach. Refer red to in negotiations as the ' bargaining zone', seeking to in uence another party is often narrowed to re ect the nite opportunities and ma ximise our retur ns to achieve the optimal win/win outcome. If we take a closer look at the process, removing the constraints associated with a negotiation, the ability to in uence becomes more generic, permeating all successful business outcomes. Wouldn't it be lovely if all of our inner cogs turned in the same direction? is would ensure that in every instance, what we communicated was understood by everybody and there was no need to clarify or rephrase. Unfortunately, the possibility of miscommunication and misunderstanding is ever-present, and we must rst achieve a common understanding. Once we achieve understanding, then we can seek to in uence. Remember, as Covey identi ed, understanding is the prerequisite. If we don't understand why, if we don't understand each other's perspective, then we will continue to chase our tails. First, understand In de ning ve steps in the in uencing model and the relationships between them, we will not discover any hidden truths or messages that, once applied, will result in immediate in uence. e one element that will in uence, that vital third leg in achieving balance, is also the only element that is considered a must: empathy, or the ability to consider another's perspective and feelings. ( UNDERSTANDING IS THE PREREQUISITE. IF WE DON'T UNDERSTAND WHY, IF WE DON'T UNDERSTAND EACH OTHER'S PERSPECTIVE, THEN WE WILL CONTINUE TO CHASE OUR TAILS
Project Manager Dec Jan 2014
Project Manager Apr May 2014