Session Outline

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Championing Your Ideas at Work: Becoming Your Own Best Advocate
with Dr. John Daly

Date: March 14, 2018
Session Time: 9:00 AM - 4:00 PM

Location Information:
Hotel Nikko San Francisco
222 Mason Street, San Francisco, CA 94102
(415) 394-1111
Session Description
Ideas matter. Innovations can change the future of companies. But in any organization, having good ideas is never enough. Those ideas also need to be “marketed” within companies. No matter what their functional role, executives and managers must regularly sell ideas to decision-makers, peers, and subordinates. In this highly interactive program, you’ll learn what it takes to successfully advocate your ideas. Successful advocates know how important it is to clearly communicate their ideas, how their reputations shape how people respond to their ideas, how they need to build partnerships and alliances with others in getting ideas adopted, how they must “pre-sell” any idea long before formal meetings, and how to be persuasive and influential in meetings. We will discuss new research on each of those topics,  research that offers you interesting and surprising ways to champion innovations in your organization.
 
Biography

DR. JOHN DALY is the Liddell Professor in the College of Communication, Distinguished Teaching Professor, and TCB Professor of Management at the University of Texas at Austin. He teaches graduate and undergraduate courses on topics such as interpersonal communication, organizational behavior, and advocacy and persuasion. He has won every major undergraduate teaching award at the University of Texas. He has published more than one hundred scholarly articles, and completed nine books, including, most recently, Advocacy: Championing Ideas and Influencing Others (Yale) as well as The SAGE Handbook of Interpersonal Communication. He has served as President of the National Communication Association and on the Board of Directors of the International Communication Association and the International Customer Service Association. His work has appeared in major popular outlets like the Washington Post, Wall Street Journal, and New York Times. He has worked with Goldman Sachs, Morgan Stanley, Marriott, American Airlines, Roche, Amgen, Pfizer, Astra-Zeneca, State Farm, Kraft, ExxonMobil, Shell, Texas Instruments, UPS, FedEx-Kinkos, 3M, Dell, IBM, AT&T, USAA, Prudential, and Samsung, among many others.
 
Time Allocation - Topics
5% Why Advocacy Matters
  • Why having a good idea is not enough, you also have to “market” that idea
15% Effectively Communicating Your Idea
  • Ways to organize your message to ensure memorability
  • How to frame ideas so they are persuasive
15% Building Credibility and Affinity
  • Why a personal brand matters; why the “brand name” of your team matters
  • Ways to discover and enhancing your brand name—shaping perceptions of trustworthiness, competence, and social effectiveness
20% Creating Partnerships
  • The value of narrative—how to successfully tell stories that are persuasive
25% Pre-selling—the more important the issue is, the more it needs “sold” before any formal meeting
  • Marketing your ideas internally—building the case for your idea
  • Understanding what motivates decision makers
  • Successfully handling objections
20% Influencing Skills
  • How to persuade decision-makers to “buy” your idea
  • Overcoming resistance to your idea
Guide to Participant Selection
APPLICABILITY:
1 indicates primary target audience.
2 indicates a good fit if the level of material is appropriate.
3 indicates (in the opinion of the institute and the faculty) very limited applicability.
DepartmentAdminDistribEngrFincH.R.LegalMktngITOprPlngPchsgR&DSales
Senior Executive
(Pres, Exec & Sr VP)
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Executive
(VP & Gen'l Mgr)
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Senior Managers
(Div & Reg. Mgrs)
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Middle Managers
& Superintendents
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Focus
Primary -- LEADERSHIP DEVELOPMENT:
Adaptability, Communication, Empathy, Initiative, Interpersonal Relations, Judgment, Motivation
Secondary -- EXECUTING/CONTROLLING/EVALUATING:
Decision Making, Use of Authority, Coordination
Tertiary -- PLANNING/ORGANIZING:
Problem Identification, Analysis, Evaluating Alternative Solutions
Level

Introductory    Intermediate    Advanced
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