Influence
In today’s interdependent, matrixed world, your ability to get things done depends on your ability to influence others’ thinking and behavior. How do you get what you need when it’s at the bottom of someone else’s priority list? How do you talk to your boss about why their latest idea won’t go over well with the team? How do you get things done when you have all the responsibility but no authority?
Influence is a function not only of your ability to persuade but also the causes of the other person's resistance (I=P÷R). Focusing solely on persuasion without considering resistance exacerbates situations and compromises our influence. We offer strategies for both persuading effectively and mitigating resistance.
Key Skills
Understanding interests
Identifying their reasoning
Connecting with others
Giving them status
Building affiliation
Managing fears