Influence Without Authority - Part 2
In a previous post I shared three ways to increase your influence:
Start with the problem, not your solution
Find common ground
Be prepared, not merely passionate
Here are three more ways to exercise your influence in cases where you lack authority.
4. One strong argument trumps many arguments
In the book Think Again, Adam Grant shares research comparing highly successful negotiators with average negotiators. The best negotiators used one strong argument to make their case, while average negotiators offered up a slew of arguments - kind of like throwing spaghetti at the wall to see what sticks. The problem is that weak arguments dilute your stronger arguments. If people see a flaw in one line of your reasoning, they may dismiss all of your arguments. Adam Grant tested this theory by soliciting donations for his university. One group was asked to donate to help students, faculty and staff. A second group was asked to donate to feel better about themselves, and a third group was asked to donate for both reasons. The first two groups each donated at a rate of 6.5%, but among the 3rd group, only 3% donated - less than half as many.
5. A Powerful Question trumps a strong statement
To be persuaded, people need to reach their own conclusions. Skilled negotiators ask questions that invite people to examine their own thoughts. The same research on negotiators showed that the best negotiators asked questions 21% of the time compared with only 10% of the time for average negotiators. Of course, not just any question will suffice. Your questions need to be genuine; driven by curiosity; empathetic.
“Be curious, not judgmental.” — Ted Lasso
6. Collaboration trumps confidence
Unless you can accomplish your goal all by yourself, you need to convince others to join you in the quest - not just persuade them of the merits of your ideas. As summarized in this episode of the Work Life podcast, people care about your receptiveness to collaboration at least as much as they care about your capability when they choose who to work with. To signal your receptiveness, try a good dose of humility: share what you don’t know, or a skill you lack that someone else can offer. If, instead, you focus only exuding confidence, you might lose their support.
Image by Russ Allison Loar via Creative Commons license.
Next up: check out part three in this series, where we’ll share three more techniques to increase your influence.