/Influence

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 |2020-02-03T02:23:41+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|

What is your Office Influence Power Rating?

Office influence is the ability to move a person's thinking, actions, and/or decisions in a way that forwards your business objectives. As a result, it’s the tip of the spear in all workplace interpersonal communication activities, including negotiation, change, sales, leadership, conflict resolution and more. Negotiation is a highly interactive two-way type of influence. Sales are influencing customers to buy your products and services. The list goes on and on... This type of influence provides different things to different people, based on their profession and organizational level.  For CEOs, it means obtaining the needed support from investors, the board of directors, strategic partners and key customers.  For those in the C-Suite, it means gelling as cohesive unit, while simultaneously jockeying for position, getting needed scarce resources, and meeting assigned organizational goals.  For those below the C-Suite, increased influence means enhanced productivity, increased effectiveness, and accelerated upward mobility. Examples from a [...]

By |2020-03-13T23:14:29+00:00January 30th, 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. 1. 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 (CRM) [...]

By |2019-08-21T23:45:40+00:00September 11th, 2019|

3 Key Types of Influential Communication

Sometimes it is not what you say—it is how you say it, when you say it, where you say it, and/or the process you use to say it. There are different techniques you can use in a seemingly ordinary conversation that dramatically enhance your ability to influence others. Your goal when experimenting with these techniques is to internalize them through practice, so using them does not seem calculated, disingenuous, or opportunistic. The beauty of these techniques, in addition to their general applicability as an influence-based tactic, is that they are easily incorporated into other types of interactions, such as negotiation, conflict resolution, and delegation. Part 3 of this book provides insights into specific methods of incorporating these techniques into other activities. While reading this chapter, you should consider the following questions: Which techniques do I like most and want to incorporate into my personal conversational repertoire? How do others use [...]

By |2019-08-21T23:26:16+00:00September 4th, 2019|

Push and Pull Influence

Push and pull influence refers to two opposing influence types: Push type influence: Urging or forcing a person or group to perform a task, rather than motivating them to comply or help. Pull type influence: Attempting to motivate a person or group to want to comply or perform the task at hand. At first glance, it may seem that push is bad and pull is good. However, they can both be good or bad depending on the tactics and desired outcome. Push Type Influence Push influence can take many forms. Some forms we all see and follow on a daily basis, some we choose to follow for our own wellbeing, and others we try to avoid because they attempt to force us where we do not want to go. Some push influences include legal requirements, expert authority, industry standards, societal norms, and regulatory mandates. All these pushes are to keep [...]

By |2019-08-21T23:09:24+00:00August 28th, 2019|
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