Influencing without Authority: Being a Good Listener (Tip #10)
Influencing Without Authority: Being a Good Listener We are born with one mouth and two ears – a good salesperson uses them in that proportion. If you are doing all [...]
Influencing without Authority: Balancing Advocacy and Inquiry (Tip #9)
In his book “The Fifth Discipline”, Peter Senge wrote an amazing section about the need to balance advocacy and inquiry when in debate with people over issues and ideas. In [...]
Influencing without Authority: Managing Up (Tip #8)
One thing I have realized in business is that everyone has upward reporting relationships. CEO's typically report to boards of directors. Mayors report to councils and publicly elected officials are [...]
Influencing without Authority: Developing Your Personal Power (Tip #7)
There are two types of power in business – positional (i.e. the authority vested in you based on your position) and personal power. While the use of positional power is [...]
Influencing without Authority: Influencing an “Analytical” (Tip #6)
Analyticals are systematic, structured, logical types. They care about things being thought through and being done right, and less about how people feel about it. If you need to convey [...]
Influencing without Authority: How to Influence an ‘Amiable’ (Tip #5)
Amiables are dependable, easygoing, sensitive types. When in arguments they tend to be more timid and are likely to back down when tension rises. They don’t like to see people [...]
Influencing without Authority: Influencing an “Expressive” (Tip #4)
Expressives are outgoing, creative, social types. They enjoy human contact and don’t want to look bad in any social situation. If you need to convey an idea to an Expressive, [...]
Influencing Without Authority: Influencing a “Driver” (Tip #3)
"Drivers" are direct, results-orientated people and are usually not the most patient. If you need to convey an idea to a driver, consider doing the following: • Avoid “thinking aloud” [...]
Influencing without Authority: Adapting to Social Styles (Tip #2)
The majority of people are biased towards 1-2 of 4 social styles: • Driver: Direct, results-orientated • Expressive: Outgoing, creative, social • Amiable: Dependable, easygoing, sensitive • Analytical: Systematic, accurate, [...]
Influencing without Authority: Understanding Resistance to Change (Tip #1)
A key skill relevant to leaders at all levels is the ability to positively influence people in such a way that others willingly alter their thoughts and plans, versus merely [...]