CHSCM 3.0 - Unit 1 - SCM in the Humanitarian World
Learning Materials for Unit 1 of the Certification in Humanitarian Supply Chain Management (CHSCM).
Learning Materials for Unit 1 of the Certification in Humanitarian Supply Chain Management (CHSCM).
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<strong>in</strong>formation given to <strong>the</strong>m on strategies and plans. Good listen<strong>in</strong>g is also a skill. Good listen<strong>in</strong>g<br />
<strong>in</strong>volves:<br />
• Clear<strong>in</strong>g away thoughts and feel<strong>in</strong>gs from previous happen<strong>in</strong>gs and experiences and really<br />
focus<strong>in</strong>g on <strong>the</strong> person who is speak<strong>in</strong>g. Concentrate on <strong>the</strong>ir words and any non-verbal<br />
signals.<br />
• Active listen<strong>in</strong>g: active listen<strong>in</strong>g <strong>in</strong>volves giv<strong>in</strong>g <strong>the</strong> person full attention and convey<strong>in</strong>g to<br />
<strong>the</strong>m that you are listen<strong>in</strong>g. This will <strong>in</strong>volve mak<strong>in</strong>g eye contact and mak<strong>in</strong>g <strong>the</strong> occasional,<br />
non-evaluative verbal signs.<br />
• Attend<strong>in</strong>g to both <strong>the</strong> content <strong>in</strong> <strong>the</strong> words and <strong>the</strong> feel<strong>in</strong>gs beh<strong>in</strong>d <strong>the</strong>m; <strong>the</strong> words are not<br />
always <strong>the</strong> full message.<br />
• Positive listen<strong>in</strong>g: avoid prejudices or blocks to hear<strong>in</strong>g what <strong>the</strong> person is say<strong>in</strong>g.<br />
• Remember<strong>in</strong>g that hear<strong>in</strong>g someth<strong>in</strong>g that we disagree with will usually mean we stop<br />
listen<strong>in</strong>g or we will be formulat<strong>in</strong>g what we are go<strong>in</strong>g to say <strong>in</strong> response, and <strong>the</strong>refore not<br />
listen<strong>in</strong>g.<br />
When seek<strong>in</strong>g <strong>the</strong> commitment of people to supply cha<strong>in</strong> and program strategies and plans, we are<br />
go<strong>in</strong>g to f<strong>in</strong>d <strong>in</strong>itial resistance and lack of commitment from some people. To seek commitment<br />
from <strong>the</strong>se people will <strong>the</strong>refore <strong>in</strong>volve <strong>in</strong>fluenc<strong>in</strong>g <strong>the</strong>m that <strong>the</strong>y should support <strong>the</strong> particular<br />
strategies and plans. The skill of <strong>in</strong>fluenc<strong>in</strong>g is probably <strong>the</strong> communication skill that managers f<strong>in</strong>d<br />
<strong>the</strong> most difficult. It is a particularly important skill when try<strong>in</strong>g to <strong>in</strong>fluence someone who does not<br />
work directly for you.<br />
Influenc<strong>in</strong>g <strong>in</strong>volves persuad<strong>in</strong>g someone to agree to someth<strong>in</strong>g, or do someth<strong>in</strong>g that <strong>the</strong>y were<br />
not go<strong>in</strong>g to do. Influenc<strong>in</strong>g is not manipulat<strong>in</strong>g or trick<strong>in</strong>g someone <strong>in</strong>to do<strong>in</strong>g someth<strong>in</strong>g so that<br />
<strong>the</strong>y feel bad.<br />
The key to <strong>in</strong>fluenc<strong>in</strong>g is recogniz<strong>in</strong>g that successfully <strong>in</strong>fluenc<strong>in</strong>g someone requires <strong>the</strong> use of<br />
different styles of <strong>in</strong>fluence, depend<strong>in</strong>g upon:<br />
• The person(s) be<strong>in</strong>g <strong>in</strong>fluenced<br />
• The <strong>in</strong>fluenc<strong>in</strong>g situation<br />
The skill of <strong>in</strong>fluenc<strong>in</strong>g requires <strong>the</strong> ability to use different <strong>in</strong>fluenc<strong>in</strong>g styles, appropriate for <strong>the</strong><br />
person be<strong>in</strong>g <strong>in</strong>fluenced and <strong>the</strong> situation.<br />
We will look at <strong>the</strong> follow<strong>in</strong>g styles of <strong>in</strong>fluenc<strong>in</strong>g:<br />
• Personal<br />
• Assertive<br />
• Barga<strong>in</strong><strong>in</strong>g<br />
• Logical Persuasion
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