Influence Without Authority
Decisions get made by the person with the authority. It's a fact of life. When you don't have the authority - which, for many people, is most of the time, you have to rely on your influence.
In part one of this three-part blog series, we’ll share three ways to improve your influence. You’ll find six more tips in part 2 and part 3.
Start with the problem, not your solution
When pitching your big idea, start with ‘why’. What is wrong with the status quo? Articulate the problem that needs to be solved. According to this research in the Strategic Management Journal, if your audience lacks strong expertise in your domain, then they need to understand and care about the problem first, before they might care about your solution. Offer a vivid and visceral account of the pain points that you want to cure. In their book Switch, authors Chip and Dan Heath tell the story of John Stegner, a middle-manager at a manufacturing company that was wasting money purchasing 424 different types of work gloves. John's bosses saw the numbers, yet the financial case alone wasn't enough to spur them to action. How did he convince them? He collected all 424 pairs of gloves and piled them onto the boardroom table for the division Presidents to see for themselves. This tangible exhibit was the spark that finally led to action.
2. Find common ground
Researchers lead by Neil Rackham compared the most successful negotiators with average negotiators. The best negotiators devote three times as much of their effort to finding common ground with the other side. Some practical tips:
Find a shared value, or a higher-level organizational goal that you all agree with. E.g., “Employee engagement is our top corporate initiative, right?”
Acknowledge the concerns and doubts that others have. “That’s a really good point, and one we both care about. Here is one way we could address it…”
Try responding with “Yes, and…” rather than “Yes, but…”. Language matters.
3. Be prepared, not merely passionate
Start-up founders are understandably enthusiastic about their business ideas. But beware of being too passionate. In this study of 1400 start-up pitches, researches found that founders expressing too much joy were less likely to get funded. To be taken seriously, you need to be well-prepared. Do your homework; don’t be just a cheerleader. Some tips:
Understand your audience. What are their values, pain points and goals? Speak in their language and avoid jargon.
Anticipate the objections that others may have and prepare your responses. Be ready to ask powerful questions, not just offer up counter arguments.
Identify the uncertainties or weaknesses in your idea. Get someone to play ‘Devil’s Advocate’. Be prepared with plans to address those issues!
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Check out part two in this series for three more ways to increase your influence.
Image by Dr Hurn via Creative Commons License