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How to Lead (POSITIVE (Lead change (Change network - critical mass, agents…

- - - - FEAR = Fight, Emotional, Argue, Retaliate
      - EAR = Empathise, Agree the problem, Resolve the way forward
    - - Don't avoid. Embrace
      - Depersonalise. Focus on issues not people
      - Detach yourself. Mask of leadership
    - - Build relationship before conflict
      - Calm, open, facts
      - Understand perspective
      - WIFM? Features to Benefits
    - - Relationship
      - Aims
      - Data
      - Attitudes
      - Restrictions
  - - - Gatekeepers
      - Resources
      - Authorisers = boss
      - Network nodes
      - Technical influencers
      - Sponsors = Political fixer
      - WIFM
  - - - Discuss. Explore. Control conversation
      - Propose. Acknowledge, point out pbs, counter proposal
      - Bargain. If you, then I...
      - Confirm
      - Prepare
    - - Agree problem/opportunity
      - Suggest solution. Derisk (Fear). WIFM. Preempt objections
      - Close
- - - - Hesitation - late, timings, interruptions
      - Deviation - digress, ask for headline before
      - Repetition - paraphrase
  - - - Pause before action verbs
- - - - Herzberg - pay vs intrinsic motivation
      - McGregor Y-type leaders- consultative
    - - Praise x 10
      - MBWA - Managing by Walking Not Around but Away
  - - - ask staff to evaluate, ask why, align
    - - Positive observation
      - Suggestion for improvement - DON'T SAY BUT
      - Praise