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When To Influence People, When To Inform Them, And How To Know The Difference
Coming Across As Trustworthy
While making the pitch to an audience, the personal trust the presenter has built with them is more important than the quality of the proposal.
While it is natural to focus on the content and assume that one’s ideas will be accepted based on merit, the person who comes across as trustworthy, thoughtful and having sound judgement is the one who is able to make the best deal.
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Influencing Authoritative Figures
While educating a higher-up about a particular subject, we assume that we are the experts and somehow have power over others listening to us impart knowledge.
But influencing authoritative figures takes more than just expertise and the art of persuasion requires us to get off the pedestal and relinquish the power that we think we have.
Learning To Deliver Information
The audience who are the decision-makers will not be sold just by the logic of your proposal and how much sense it makes - you have to package it in a way that is at the right level with your audience, in straightforward terms.
It also helps to ensure that the leaders who are listening to you feel smart.
Coming Across As Trustworthy
While making the pitch to an audience, the personal trust the presenter has built with them is more important than the quality of the proposal.
While it is natural to focus on the content and assume that one’s ideas will be accepted based on merit, the person who comes across as trustworthy, thoughtful and having sound judgement is the one who is able to make the best deal.
Present Your Position First
- While pitching to decision-makers, the normal way of establishing the background and context, followed by the conclusion (that you wish is implemented) does not work.
- You need to pitch the conclusion first and then back it up with reasons and context.
- Focus on the people aspect instead of plain facts.
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The first task for a manager is to be transparent, explaining to the team exactly what is known, and what isn’t known, and not to keep any team member in the dark.
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Steel Yourself
Before any word is uttered to the employees, you need to understand your role and channel your leader 'avatar' in a time of crisis, as if preparing for a battle. Your steel nerves will be contagious(!) to your team members. You need to sound convincing, and it’s a good idea to follow the basics, like eating well, plenty of sleep and regular exercise.
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Build Trust
Influence is most often and most easily carried through trust: only when a co-worker trusts you will he or she be open to your influence.
The easiest way to do that is to be honest, no matter what. State your opinions, disclose your apprehensions, and don't keep secrets.
Reliability Through Consistency
Inconsistency is the fastest way to ruin your reputation. Consistency, on the other hand, is slow but sure: if you execute your tasks effectively and on time, day after day, eventually people will come to rely on you.
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Principles of persuasion
- Reciprocation: People will be nice if you are.
- Consistency: It’s easier to get people to comply with requests they see as consistent with what they’ve already said.