Challenges of integration + management of professionals (Proceedings) - Veterinary Healthcare
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Challenges of integration + management of professionals (Proceedings)


CVC IN SAN DIEGO PROCEEDINGS


Driving Trends
     • Client wants more for their pets.
     • Pets are part of the "family."
     • Larger Practices.
     • Advanced Medicine.
     • Specialty Medicine.

Power and Influence
     • Which style do you use to persuade others to do what you want?
     • Most popular means in America is Power.
     • Does that work with educated professionals?

Power
"The ability to do, act, or produce."

Influence
"The power of persons or things to affect others, seen only in its effects.
Power is stationary.
           o Influence is action.
           o You need power to influence, but power alone does not produce an effect.

3 Factors Determine Influence
Communicator's resources of power.
           o Legitimate power. (title, owner)
           o Resources (money, schedule, patients, personality)

Responder's motive base of influence.
           o Willingness to be influenced. (Desire to be accepted, intrinsic gratification)

Method of Influence used.
           o Most important

Direct and Indirect Influence
DIRECT
     • Intended as clear and direct order, often backed by power.
     • No doubt about the purpose or motive.
     • Delivered aggressively, could be seen as an attack.

INDIRECT
     • Difference between this and non-assertive behavior is that it is contrived.
     • Intentional by the leader, but viewed as unintentional be the target person.

Which to Use, Power or Influence?
6 Steps:
     • Decide what outcome of the communication you want.
     • Read the other person in the current situation.
     • Select an influencing method-direct or indirect, power or influence.
     • Implement the technique.
     • Reward yourself.
     • Evaluate the results.

What Do You Want as Outcome?
     • Must answer this question otherwise results are DISASTER!
     • Most people try to influence to ease their own emotional or fiscal discomfort, not to effect change.
     • Focus on outcome, not problem, action not personality.

The Other Person in the Situation
Hard to see the other when you are emotional.
     • What do I want from whom?
     • What resources of power do I have?
     • What motivates the other? What do they want from me?
     • Is there a fit?
     • What do I know about this person that is relative to this influence situation?


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