1.5 - About University

Ferret out the benefits and value added for your stakeholdersby asking implication questions such as, “If youdon’t do this, what will happen?”In case of a mistake, risk is high:➠ Ferret out resistance, which is not rational and isoften hidden.Considerable building of rapport and relationships isrequired.➠ Get to know the stakeholders informally.➠ Establish trust, because risk is high.➠ Emphasize long-term support.It becomes difficult to see the leader as separate fromthe proposal or recommendation.➠ Build trust in you and in your proposal.There are multiple or complex stakeholder systems:➠ Personal exposure and identification with the projector recommendation should be high.➠ Ferret out and deal with “hidden” stakeholders.Being too quick to close can be dysfunctional.➠ Pressuring leads to emotional, resistant behavior.[☛5.9 Resistance][☛5.7 Stakeholder Groups][☛ 12.2 Trust][☛ 5.7 Stakeholder Groups][☛ 5.1 Change Equation, 5.2 Major Change]Copyright McGraw-Hill 2000. Original purchasers of this book are permitted to photocopy or customize this worksheet by downloading it fromwww.books.mcgraw-hill.com/training/download. The document can then be opened, edited, and printed using Microsoft Word or other word processingsoftware.R ELATED LEADERSHIP TOOLS5.1 Change Equation 5.3 Change Readiness 5.9 Resistance5.2 Major Change 5.7 Stakeholder Groups 9.7 Selling WheelF OR FURTHER ASSISTANCERackham, Neil. Spin Selling. McGraw-Hill, 1988.Rackham, Neil. The Spin Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources. McGraw-Hill, 1996.290 SECTION 9 TOOLS FOR LEADING AND INFLUENCING OTHERS