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| Fri 29 Jan 2010 |
A SPORTING
VIEW
by JOHN MORRISON
How To influence players
WHEN I think of Mickey Harte, Declan Kidney, Sir Alex Ferguson and Roy Keane, I believe three of them are successful because of their superb ‘man- management' skills.
So, what is the secret to influencing players, or even people at work?
An old friend of mine years ago put it succinctly to me, "want to call the shots? Then give up the glory and open your ears'.
I used that advice and over the years I have used 10 techniques to help me have a positive influence on players I coach.
1, BUILD RAPPORT - People enjoy working with people they like. Take time to ask about family, partners, holidays, work etc. Rapport is like the WD40 of business - it smoothes the way. A solid, long-term foundation is better than a burst of quick-fix charm.
2, EARN RESPECT- Most people want to be liked but would be better off being respected. People assume that being popu1ar means being more influential but respect is more important.
Most people think about how other people see them and adapt their message, their delivery and their body language to making to making other people think well of them, rather than concentrating on the message on the table.
Demonstrating leadership helps to build thrust and respect. Show that you know what you are doing and that you are bringing a sense of order and cohesion.
3, GET YOUR MESSAGE RIGHT - be clear with yourself and others about what you are trying to achieve. State your message concisely so that you do not waste people's time.
Sometimes under pressure we add a lot of extra words, e.g. ‘I hope you don't mind' or ‘If its not too much trouble', which makes us less clear. JUST GET TOO THE POINT.
4, GET THINGS IN CONTEXT - Understand the context in which others are working. Being sensitive to the various background constraints under which players operate will help you to tailor your approach to avoid creating unnecessary hurdles for what is to be achieved.
5, OPEN YOUR EARS - The degree to which you listen to other people will have a significant effect on your ability to influence people.
Without listening to our audience, it is difficult to match our message with their needs. Listen not just to what is being said but to what is not being said. Listening helps discover what motivates people - you can then use this information.
6, RECIPROCITY MATTERS - Doing something helpful for players will make them much more likely to want to do something for you in return.
Asking a players opinion, greeting them positively or a simple thank you are things that can lift spirits and influence players.
7, GETTING THE TIMING RIGHT - Chose your time and place carefully. Talk to them over a coffee or arrange a meeting when players are feeling less pressured.
8, GIVE UP THE GLORY - Be prepared to give up the glory. It is often easier to get something done if you are not adamant that you need to get the credit for it.
Do not get emotionally attached to your ideas. This could stop you from being able to critically evaluate ideas offered by players, or to see how a number of different suggestions could be stitched together to find an effective solution.
9, THE ELEMENT OF STYLE - The way you look and act makes a big difference.
Delivery is very much tied up with body language and style. There is no one style that is appropriate for all occasions but try to look at ease, confident and assured so as not to breed uncertainty. A coach's mood is usually reflected by the players.
10, DON'T MANIPULATE - Guide, do not dictate or manipulate. Show people where you want them to go but let them work out the path themselves.
Never be heavy-handed. Players are people and you are directing them but you have to allow them enough freedom to figure out their own process.
If you abuse your influence, it might work for a period but it will be short lived because players will resent the way you are doing it.
Basically, I've found the more you give the more you get back and I've found six principles to work to:
1) Reciprocation - people are more likely to help those who help them.
2) Commitment/consistency - the message must be consistent with an existing commitment.
3) Authority - players are more willing to take notice of someone with authority or expertise.
4) Social validation - players are more willing take notice or buy into ideas if they see evidence others are too.
5) Scarcity - holding the key to scarce information or opportunities boosts influence.
6) Liking/friendship - players like to say "Yes" to those they like.
How do you then influence players? As I was advised - Give up the glory and open your ears! |
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| Other Information |
Welcome to the online catalogue of coaching related articles kindly provided by John Morrison. John has made available a number of articles in a series he pens entitled 'A Sporting View'. The articles are produced on a regular basis and are based on John's observations and views as we progress annually through the GAA calendar.
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