Leaders grasp the powerful punch played by the
art of persuasion in today’s corporate environment.It seems author Dale Carnegie had it right all along –
influencing and winning people to your way of thinking remains one of the most powerful skills in business today.
Of course, when Carnegie first penned his
best-selling thoughts on persuasion and winning friends some 72 years ago, he likely never envisioned the business world of today: pressure-packed boardrooms where decisions are scrutinized, analyzed and criticized by an increasingly fickle Wall Street; employees focused more on surviving the latest corporate layoff than marching toward the proverbial gold watch at retirement; and stressed middle managers searching for ways to
influence their teams and their supervisors in an effort to produce results for the company.
Although the business climate certainly has changed, the importance of
persuading people and gaining their commitment has not. The ability to
influence others to accomplish your objectives – no matter your position, title or even lack of authority – is a must-have talent for success.
But understanding the incredible
power of influence is one thing. Putting it into practice, especially when dealing with those over whom you have no direct control, is where the rubber meets the road. And companies know it. That’s why they’re investing time and resources to help their employees gain the necessary skills to truly work with others to generate results.
So what are these all-important
influencing skills? Do you have them? If not, how do you get them?
First, it’s important to know what the
art of influencing isn’t. Quite simply, it’s not manipulation, which is a commonly made mistake when people and relationships are viewed simply as a means to the end. Employees see right through insincerity. So trying to bluff your way – or power your way – to get others to see your way of thinking seldom, if ever, works for the long haul. Research suggests that people are hired for their technical skills and fired for their lack of effective interpersonal skills. So, even if you believe everyone in your organization is going after the same thing, you may never get there if you don’t work together to do it.
That’s where true
influencing skills come in. Remember, influence is not something you exert. Rather, it’s something that’s granted by others. So to be successful, you must make your work or your way of thinking relevant to what others are trying to accomplish. People often will need to discover the potential of what you’re bringing to the table, and you need to drive their discovery process.
To
successfully influence, consider the following:
- Be genuinely interested in other people and their agendas, concerns and desires.
- Involve others to get “skin in the game.”
- Be opportunistic and creative – and show up to help in practical ways.
- Avoid using mandates to position yourself or your ideas. Focus on engagement and not just information-sharing.
- Listen and exhibit humility. See others’ points of view and appeal to noble motives.
- Test your ideas, ask for candid feedback, then show your willingness to adjust based on that feedback.
Obviously, that’s just the beginning. The
ability to influence others is a learned skill that requires practice, education and effort. It’s not the latest “flavor of the month” to try out on an unsuspecting audience. It is a real way of interacting with others that will give you the edge to accomplish your results and build more productive relationships – both in and outside the walls of your company.
Labels: business communication, influence without authority, organizational communication
