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peers get the negotiation back on track? Do you need to give in order to get? Be firm but be resilient.
Use respectful persistence. Plan some follow-up tactics. Get perspective and be patient. You may be
in this for the long haul. Don’t give up until you have decided that a different idea is the way forward.

Want to learn more? Take a deep dive…
Goulston, M., & Ullmen, J. (2013, March 19). For real influence, listen past your blind spots. Harvard
Business Review Blog Network.
Hall, J. (2013, June 19). Don’t let your ego grow bigger than your influence. Forbes.

Job assignments
• Lead or participate in a change initiative, such as a business integration, that requires people from
different organizations to create a new structure.
• Volunteer to represent your organization as the keynote speaker or expert panelist at an upcoming
industry conference.
• Invite the most skeptical member of your peer group to partner with you on a change initiative. Get to
the root of their resistance and help them understand the importance of the change.
• Create and lead a webinar discussion on the value of self-awareness in persuasive leaders. Create a
compelling session that will engage your audience.
• Handle a tough negotiation with an internal or external client or customer. Beforehand, find out as
much as you can about them and try to understand the situation from their viewpoint.

Take time to reflect…

If you have good ideas that no one seems to want to hear about…
…then realize that a strong idea requires a strong case behind it. Delivering compelling evidence
and capturing people’s imaginations can help ensure a win.

If you’re frustrated by the endless debates that simple changes require…
…then reconcile yourself with the need to be persistent. Your strength of resolve will pay
dividends in the long run and get you the results you’re looking for.

If you find relating to others tough and a chore…
…then recognize the importance of people feeling connected in order to accept a point of view.
It’s easier for them to buy into your idea if they buy into you.

“The key to successful leadership today
is influence, not authority.”

Ken Blanchard – American author and management expert

© Korn Ferry 2014-2015. All rights reserved. WWW.KORNFERRY.COM

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