The Art of Influence without Power: Strategies for Impactful Communication
Have you ever found yourself in a situation where you needed to guide, motivate, or persuade someone who doesn't officially report to you? It's a common challenge, and it can often feel like trying to lead a horse to water without a lead rope. But fear not, as we dive into the world of influencing without power, we'll equip you with the essential tools to navigate this intricate terrain.
Let's start with a story:
You're working on a cross-functional project, and success hinges on the support and collaboration of colleagues from different departments. The catch? You have no formal authority over these team members. They report to different managers, have their own priorities, and often, their own agendas. How do you influence them to align with your vision, work cohesively, and bring their A-game to the table?
Now, allow me to introduce you to five styles of influence, each a unique tool in your influence toolbox, and each with its own time and place. We'll not only explore when to employ these styles but also when to steer clear of them. So, let's embark on this journey through the art of influence.
The Five Styles of Influence
The 5 styles and be grouped into 3 different categories.
Pushes - Where you push someone into acting a certain way or doing a certain thing.
Pulls - Where you are able to draw people in to your way of thinking and influence their actions.
Move Away - Where you both part ways and come back at a later date to try again.
Persuading relies on logic and reasoning to convince others to embrace your desired outcomes. It involves explaining the reasons and proposing solutions to address issues. How to recognize persuading?
When you hear people say:
I suggest or recommend….
The reasons are…….
Because of ‘X’, we should do…….
Asserting entails asserting your expectations, providing feedback, and using incentives or pressures to achieve a desired outcome. How to recognize asserting?
When you hear people say:
I want or need you to do……
I like or don’t like that you are doing X
If you do X, I will do Y
Bridging centers on creating connections with others to achieve your desired outcome. It involves disclosing and exchanging information, active listening, and involving people in discussions. How to recognize bridging?
When you hear people say:
What would it take to do X? How do you typically approach Y? Followed by restating what the party has said.
It sounds like you don’t think X strategy will work.
So you think option Y will be more successful?
Attracting is all about using shared possibilities and a shared vision to influence others. It involves finding win-win situations and creating a shared vision. How to recognize attracting?
When you hear people say:
Imagine if…..
Picture yourself……
Think of all the times someone in a meeting moved things forward by acknowledging a shared agreement.
Disengaging involves stepping back from an immediate conflict to have a more productive discussion later. It might include postponing, taking a break, or changing the subject. How to recognize disengaging?
When parties take a step back or a break to come back at a later time.
When and where?
As you can imagine, or are likely thinking right now, different scenarios might require different styles of influence. So how do you know when to use which style?
It's natural to have more confidence in a particular type of influence over others. However, to enhance your effectiveness in influencing those you might not have direct authority over, it's valuable to broaden your skill set and improve your proficiency in all aspects of persuasion. This way, you can be adaptable and employ the most suitable approach to achieve the alignment you seek.
