12/1/2018 Five Steps to Increase Your Influence

255,265 views | Dec 21, 2011, 10:23am

Five Steps to Increase Your

Influence
Susan Tardanico Contributor
Work in Progress - Kristi Hedges
Forbes Woman
I write about authenticity, leadership & communication.

When was the last time you thought about

how you influence others -- how you change
minds, shape opinions, move others to act?

The ability to influence is one of the

essential skills for leaders at all levels. It’s
more art than science, and it can be tough to
get your arms around. But the bottom line is
Image by AFP/Getty Images via @daylife
that influence matters. And as we continue to
morph (at breakneck speed) into an interconnected, interdependent, increasingly
global workplace, it will matter more.

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In traditional hierarchical organizations, power is typically based on position. The

higher you are on the organization chart, the more power you wield. There are
clear, top-down rules where the person at the top calls the shots. The person with
the power has the influence.

Today, organizations are moving toward flatter, matrixed and team-based

models. The theory is that with change and complexity comes the need to be more
nimble, more inclusive of diverse thought, and more collaborative. In this model,

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12/1/2018 Five Steps to Increase Your Influence

power is more about one’s ability to influence and get things done outside of
traditional reporting lines. In other words, the person with the influence has the
power.

To be an effective influencer, you need both substance and style. Without a solid
foundation of credibility, even the most interpersonally adept leaders will fall
short. On the flip side, highly credible people can struggle with influence if they
don’t understand the interpersonal dynamics at play.

In 2009 and 2010, Discovery Learning, Inc. and Innovative Pathways conducted
research to identify and measure influence styles. They created five categories:

Asserting: you insist that your ideas are heard and you challenge the
ideas of others
Convincing: you put forward your ideas and offer logical, rational
reasons to convince others of your point of view
Negotiating: you look for compromises and make concessions to reach
outcomes that satisfy your greater interest
Bridging: you build relationships and connect with others through
listening understanding and building coalitions
Inspiring: you advocate your position and encourage others with a sense
of shared purpose and exciting possibilities

Each of these styles can be effective, depending upon the situation and people
involved. A common mistake is to use a one-size-fits-all approach. Remember
that influencing is highly situational.

Here are five steps to increase your influence.

1) Understand your influencing style. It all begins with self-awareness.

What’s your dominant style? Do you assert, convince, negotiate, bridge or
inspire? Do you tend to apply the same approach to every situation and
individual? Understanding your natural inclination is a good place to start. If
you’re not sure, consider taking a quick assessment. The Influence Style
Indicator by Discovery Learning is a good one.

2) Take stock of your situation. Who are the critical stakeholders you
need to win over to achieve an objective or overcome an obstacle? What
influencing style might be more effective as you interact with them? For example,

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if you’re dealing with a hard-nosed CFO, consider using a convincing approach,

which is based in logic, data and expertise. If you’re in a crisis situation where
people are relying on you to be decisive and fast on your feet, an asserting style
may be more effective. If you’re working cross-functionally and need to win the
support of a peer, a bridging or negotiating style may be the way to go.

3) Identify your gaps. Once you understand your natural orientation and
the appropriate styles to influence those around you, figure out where you’re on
solid ground and where you need to shift gears and use a different approach to be
more effective.

4) Develop. After identifying your gaps, find ways to develop in those areas.
It might be a workshop, coach or internal role model who is particularly strong in
the style you’re trying to develop. For an added bonus, find a learning partner –
someone with whom you can role-play to gain confidence.

5) Practice. Begin with small steps – low-stakes situations where you can test
out your new influencing approaches. Target a person or situation where you’d
like to achieve a certain outcome, think through the influencing style that will
work best in that situation, and give it a try. See what works and what doesn’t.
As you build your capability and confidence, move on to higher-stakes scenarios.

Whether you are leading, following, and/or collaborating, chances are you need
to influence others to be successful. Influence strategies can range from reliance
on position to education, encouragement and collaboration. The key is knowing
which approach to use in a given situation.

Susan Tardanico is CEO of the Authentic Leadership Alliance, a leadership and

communications consultancy. She is also Executive in Residence at the Center
for Creative Leadership. A former corporate senior executive and broadcast
reporter, Susan has a passion for authenticity, reinvention and courageous
career management.

I am a leadership and communications consultant and coach, as well as a

professional speaker. I'm CEO of the Authentic Leadership Alliance and also
Executive-in-Residence at the Center for Creative Leadership, one the world's
largest independent leadership development firms.... MORE

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