We live in an interconnected world and knowing how to influence
without authority is an increasingly important communictation skill.
There are many situations at work or in your personal life where you are not in charge, you do not have formal authority, and yet you need to resolve things and get things done.
A major focus of this site is on thinking skills and this article is part of a series on the art of persuasion, communication and change.
This material is grounded in my own business career over 45 years and in this article I am going to share some important tips on how to influence without authority, and it all starts with Newton's Third Law Of Motion:
"For every action there will ways be an equal and opposite reaction."
(1) Assume everyone is a potential ally
"We are more united and have far more in common with each other, than things that which divides us."
These words were spoken by UK MP Jo Cox in her maiden speech to Parliament in 2015. One year later she was murdered and her words went viral.
I recall becoming very aware of this when I first traveled to, lived and worked in various countries in South East Asia.
I noticed very quickly that despite our ethnic, cultural and other differences, at root we all want the same things. We value the same things. We see things in the same way. We have more in common.
We all want to be
loved, to be respected, we all want the best for our children, we all
want to good health, at the most basic level we all want food, sex,
shelter and money.
(2) Identify the trading currencies
I want to introduce the idea of primary and secondary currencies. Understanding this and how it works will give you a significant edge in how to influence without authority.
I have written a comprehensive and practical article on this and I strongly recomend that you read this because it will considerably expand your understanding of how to influence without authority.
How To Benefit From The Unseen Margins
These tips on primary and secondary currencies can give you:
Example:
Because
I am a businessman I automatically seek primary currency in all of
my interactions with other business people. In my area of business, which is the fuel sector, I build long-term relationships with key people.
I always ask myself: "How can I help this person?"
There is an important business relationship I have with a major supplier, and over the past 2 years I have undertaken research projects for him at at the expense of a lot of my time. anMore recently I have undertaken a major marketing initiative for him - which was also time consuming.
And here's the key point, I did all this knowing full well that what he asked me to do was very unlikely to succeed, but he was committed to these activities and so I gained some major goodwill with this guy for having tried.
There will come a point when I can call in these favours by asking for more favourable terms on a major fuel transaction. A few additional points on the discount structure could mean a large amount of additional money to me.
(3) Clarify what you want, when and why
It is important to be very clear in your own mind about what you want from a potential ally.
[a] Separate organisational goals from personal goals.
[b] Be clear about priorities and timescales
[c] Is your goal a one-off or a repeat?
Your clarity about these points will shape your approach to engaging with the other person.
Example:
As I have outlined above, I am always seeking secondary currency opportunities that I can leverage into significant amounts of primary currency.
My specific goals are introductions to new potential high quality buyers or sellers, and to attract luctrative new business opportunities.
I am very clear and specific about my commercial objectives.
My timescales are usually long-term and strategic and I am prepared to play the long game.
(4) Building and utilising relationships
[a] Build credibility & trust
[b] How can I add value to this person or this situation?
[c] Mobilize your allies
[d] Drop your ego
Example:
Each of the 4 points above and the 4 points below encapsulate my whole approach to influencing people over whom I have no authority.
Over time it has become a mindset to building a business.
(5) Understand the other person's situation
[a] What is affecting the other person?
It
is useful to understand - or attempt to understand - the influences, pressures and requirements of a potential ally.
Once
you focus on this you can directly and indirectly ascertain a lot of
information about the other person's situation and especially about what is important to them.
[b] Where is the common ground and what is non-negotiable?
[c] Listen hard and seek to understand
[d] Only bring practical solutions
(6) Knowing when the time is right to trade
Further Reading:
Persuasion
[1] The Art Of Persuasion The One Fundamental Principle - Create A Win-Win
[2] The Art Of Persuasion Advanced Communication Skills - Gaining BuyIn
[3] The Art Of Persuasion Planning For Success - Here's How To Do It!
Change
Getting From A to B Is Not Aways A Straight Line
Group Culture - The Invisible Software That Rules Your Life
Change Questions To Change Your Outcomes
Communication
How To Influence without Authority - 6 Key Tips
Return from "Change Questions" to: Communication Persuasion and Change
Or to: Walking The Talk
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