/Influence

4 Influence Strategies That Get Your Manager to Say “Yes”

Delegating up is the art of using your manager to help you get things done. After all, completion of your tasks is their responsibility.  Therefore, if presented properly, it’s relatively easy to gain their assistance, because your win is also their win and your loss is also their loss. Influence strategies you can use to manage up to your manager include: Influencer #1: Producing quality work Above all else, the best way to influence your manager and other superiors is to be seen as an important company resource with a reputation for producing high quality work. Whom would you be more likely to take advice from, a person known for generating great results or someone thought of as creating inferior quality products? Influencer #2: Transparency With transparency comes trust. When your manager believes you are honest and willing to tell the truth, good or bad, they are more likely to [...]

By |2020-07-13T22:14:46+00:00August 3rd, 2020|

6 Ways to Use Influence Strategies When Delegating to Your Peers

Properly delegating to your peers has many professional advantages. It helps you complete needed tasks. It helps your manager’s team (you and your peers) work as a team for the greater good. Also, and potentially most important for your career, it places you in a leadership role among your peers because they are performing tasks based on your requests. This positions you for future promotions, and eventually, to be their manager, not just their peer. When delegating to your peers, consider using the following influence techniques: Influencer #1: Reciprocity If you are willing to help your peers when they need assistance, they will be more likely to assist you when you need their help. Influencer #2: Taking the high road When trying to influence a peer to assist you in a project, rather than making it all about you, talk about it from the company’s, customer’s, or another’s perspective that [...]

By |2020-07-13T22:10:14+00:00July 27th, 2020|

10 Influence Strategies that Maximize Negotiation Success

There are many traditional negotiation strategies that can be used to gain an upper hand during negotiations. They include: Threatening to walk away from the deal Pushing the other party to make a quick decision Intimidation (yuck, don’t use this one) Nibbling (asking for a little extra value in anticipation of closing the deal) Crying poor (saying you only have a certain amount of money to spend) Beginning negotiations with a second party (considering a competing bid for the business) Dividing a large vendor proposal into small pieces and then negotiating each smaller task’s price In addition to these time-tested negotiation techniques, the use of influence-based strategies can also enhance your negotiation success. These influence-based strategies include: Influencer #1: Problem/Vision Statements Clearly define the business problem the negotiation is addressing and a future vision (your future vision) of how to solve the problem. If you can get the other party [...]

By |2020-07-13T22:05:59+00:00July 20th, 2020|

6 Ways to Enhance Your Potential Influence in Future Negotiations

If based on your business experience and understanding of future work activities, you have the ability to identify the specific people with whom you will be negotiating, you can set the stage to influence that negotiation well in advance of the actual negotiation process. As an important note of caution, for these preparatory activities to be successful, you must ensure that those being influenced by these strategies cannot connect your influence-based activities to the future negotiation. If a connection is made, it can harm both your negotiating position and your professional brand. Influencer #1: Personal connection Begin to establish a trusted relationship with the opposing negotiators. It will be mutually beneficial for both sides for talking more honestly and openly. You don’t have to be friends, even though that would be nice, but you need to create a positive working relationship. Think about it from your personal experience. You are [...]

By |2020-07-13T21:57:18+00:00July 13th, 2020|

5 Ways to Enhance Your Office Influence in a Virtual World

Office influence is the ability to move a person’s thinking, actions and/or decisions in a way that forwards your business objectives.  This concept holds true regardless of your physical working location. When working from home, there is still the expectation that business goals, deadlines and deliverables must be achieved.  To meet these expectations, you must still have the ability to motivate your team, acquire needed internal resources, coordinate with other organizational silos, and influence them all to move in your needed direction. While influence-related concepts and principles remain the same, regardless of the communication mechanism, the techniques and tactics to employ them must be modified to maximize their effectiveness in a virtual world. Below are five influence techniques designed for a virtual world, but will work equally as well when/if you return to the office. 1. Forward quality whitepapers and blogs to your coworkers When you receive marketing emails containing [...]

By |2020-03-25T14:53:03+00:00March 25th, 2020|

9 Action/Reaction Office Influencer Techniques – Part 2

In last week’s blog I described the first four action/reaction influence techniques.  This week’s blog discusses the remaining five techniques.   Doing Tasks You Don’t Like  As a leader, if you do all the fun stuff and leave the important but uninteresting or dangerous tasks to others, many issues will arise, including: Your team will resent you. Your staff will be unwilling to perform unwanted tasks. Your team’s motivation will be reduced, resulting in lower productivity and increased attrition. Your action of sharing the uninteresting or dangerous tasks has the reaction of: Showing people you are a team player, thus, increasing their willingness to follow your instruction. Causing your team (and others) to perform these tasks more willingly because they know you won’t ask them to do anything you wouldn’t do yourself. Taking Logistical Control Taking logistical control is a negotiation trick that employs both influence and team-building-based concepts. From [...]

By |2020-07-31T16:02:50+00:00March 10th, 2020|

9 Action/Reaction Office Influencer Techniques – Part 1

One of my favorite ways to influence others is to perform a task that needs to be done anyway and to do it a manner that causes the other person to react in a specific way. For example, if you need someone to respond to your emails more quickly, try responding to their emails quickly with the hope that they will return the favor. I worked with a senior manager who took two or three days to respond to my emails. This was problematic because I was under a tight deadline and could not move forward without the manager’s input on certain aspects of the project. In an attempt to speed up his replies, I would answer his messages within five or ten minutes. Because I always replied to his email messages right away, over time, he felt guilty that he did not do the same for me. As a [...]

By |2020-02-03T02:21:07+00:00March 2nd, 2020|

9 Ways to Say No Without Saying No

Saying no is an often-overlooked influence technique. It is not simply saying no; it’s saying no and suggesting you or the other person/people involved do something differently. For example, someone asks you to give them a recap of a meeting they missed, but you don’t have time to do so. Rather than just saying no, you could use a leading question, saying, “I’d like to help, but I’m afraid I might accidentally leave out an important point. Did you know that the meeting’s minutes are available online in the meeting notes? Do you think it would be better to look there?” This type of technique has the dual benefits of saving you from having to spend time recapping the meeting and simultaneously redirects the person to a place where they can get the needed information. Using these types of “redirection techniques” can save you from: Feeling confrontational by saying no. [...]

By |2020-02-03T02:31:37+00:00February 24th, 2020|

5 Ways to Influence Others Using Multi-Step Communication

Multi-step communication consists of predefined processes crafted to create a specific response and/or outcome. This communication type is often used in conflict resolution, difficult conversations, change management, motivation, and other related activities. At their core, however, they are influence vehicles generic enough to be used in situations of all types.   Problem/Vision Statements Within a business setting, this technique is primarily used to gain approval and/or funding for a specific project. The “problem statement” defines the issue that must be solved, and the “vision statement” describes the desired end-state once the problem has been corrected. The format for each statement is shown below:   Problem statement: The problem is _____, resulting in ______, thereby causing ______. Vision statement: It would be great if _____, allowing us to ______, thereby having the effect of _________. For example, if the VP of sales wants funding to upgrade the company’s customer relationship management [...]

By |2020-02-03T02:38:07+00:00February 17th, 2020|

3 Key Barriers to Influencing Others in the Workplace

When someone creates a barrier that blocks your way, such as refusing to sign a needed document, not responding to an important email, or not attending a long-scheduled meeting, it’s natural to sit back and ask yourself one of the following questions: What am I doing wrong? Why doesn’t this person like me? What does this person have against me? People Are Not Against You; They Are for Themselves This is a key concept. It is important because it refocuses your attention to the other person, not yourself. If you understand why the other person believes what you are doing is not in their best interest, you can change your strategy or find another way to explain what you want to accomplish. For example, if you are trying to implement new sales management software, you can explain it to the salespeople in one of two ways: “This new sales management [...]

By |2020-01-30T19:18:07+00:00February 10th, 2020|
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