Training Industry Magazine - Spring 2015 - (Page 40)

by b. kim barnes INFLUENCING I N T O T H E F U T U R E I f you want to influence a colleague, customer or team member to take an action, what do you do? You might send an email, a text or instant message, telephone, or even meet in person. You may consider what information to provide and how to describe the result you hope to achieve. You may also think about what approach works best with this particular person or group - possibly a direct suggestion backed up with data, a quick summary of what you need, a conversation to think things through, or a negotiation to develop an agreement. This knowledge, along with situational and contextual information, leads to the best approach for getting another to agree to take action or provide support and resources. I I I I I I I Leaders can build on these understandings even as our knowledge of human behavior and our means of communication deepen, develop and change. This article examines how new technologies, new findings in brain science and behavioral economics, and new cultural norms may change the way we influence one another. TECHNOLOGY AND CULTURE Over the last twenty years, email, smartphones and social media have become ubiquitous. It's hard to remember a time when we expected to wait hours, days or even weeks for a response to a request or idea. Traditional cultural patterns of communication (i.e., direction flows down the hierarchy and ideas flow upward for approval) have shifted or broken down. Now, most people who work in large organizations 40 understand that their success depends greatly on their ability to influence others to move ideas and projects forward. The "digital native" generation lives in a world where they can get in touch with anyone, unrestricted by geography, hierarchy or culture. They have the tools to make things happen quickly and globally through games, videos, art, music or petitions. Restrictions that other generations place on themselves simply don't exist for them.

Table of Contents for the Digital Edition of Training Industry Magazine - Spring 2015

Soft Skills Make Up Vital Part of Corporate Training
Table of Contents
Guest Editor: Leadership: The Artichoke Effect
Focusing on Mindsets and Attitudes
The Importance of Soft Skills For Trainers
Social Simulators Bring Training to Life
The Power of Storytelling in Organizational Development
Leading Change with Resilience
Why Perspective Selling Makes Sense
Harnessing the Power of Teamwork
Collaborate to Innovate: Building an Innovation-Friendly Business Culture
Are You Using the Best Metrics to Evaluate Your Skills Training?
Influencing into the Future
Culture: The Enemy at the Gate of Innovation
Casebook: T-Mobile: Answering the Call for Leadership Development
Leadership is an Inside Job
Vendor Selection Tips for Corporate Sales Training
Checking Your Motivation to Lead
The Real ROI of Leadership Training: Soft Skills Lead to Hard Results
Closing Deals
Company News
What's Online
Training Talk

Training Industry Magazine - Spring 2015

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