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Building Trust: The Key to Exercising Influence

Trust

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An elusive concept

See it as a function of character and competence

Character focuses on personal motives.

Competence focuses on skills necessary to realize motives.

The core of highly effective people is a character ethic (Stephen Covey in Seven Habits of Highly Effective People).

Consistency—more predictable

Openness—more receptive to others

A sense of purpose—what is best for the organization and the project

 

10–18

Copyright © 2018 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of McGraw-Hill Education.

10–19

Contradictions of Project Management

Innovate and maintain stability

See the big picture while getting your hands dirty

Encourage individuals but stress the team

Hands-off/Hands-on

Flexible but firm

Team versus organizational loyalties

Copyright © 2018 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of McGraw-Hill Education.

 

Project Management 6e.

10–19

10–20

Traits of an Effective Project Manager

Systems thinker

Personal integrity

Proactive

High emotional intelligence (EQ)

General business perspective

Effective time management

Skillful politician

Optimist

Copyright © 2018 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of McGraw-Hill Education.

 

Project Management 6e.

10–20

10–21

Suggestions for Project Managers

Build relationships before you need them.

Trust is sustained through frequent face-to-face contact.

Realize that “what goes around comes around.”

Copyright © 2018 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of McGraw-Hill Education.

 

Project Management 6e.

10–21

10–22

Key Terms

Emotional intelligence (EQ)

Inspiration-related currencies

Law of reciprocity

Leading by example

Management by wandering around (MBWA)

Personal-related currencies

Position-related currencies

Proactive

Relationship-related currencies

Social network building

Stakeholder

Systems thinking

Task-related currencies

Copyright © 2018 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of McGraw-Hill Education.

 

Project Management 6e.

10–22

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