Leading with Impact and Influence
Power is an aspect of leadership, but the definition of power has changed. In the past, the power of a manager derived from formal authority and was used to command and control. In the current environment, the power of a manager derives from informal means, his ability to motivate and influence, and it is used to facilitate.
The author defines a four-step process to exercising influence:
- Determine an objective
- Develop a strategy (who needs to be influenced, how they can be motivated)
- Make an attempt
- If necessary, evaluate the outcome (the response), adjust, and try again.
And then, there are six strategies underlying the second step above
- Build a consensus of support, one person at a time (effective when a number of people muse consent, and you have no formal authority or are in a position of lesser authority)
- Appeal to shared values as a way to identify a win-win (requires a common goal that is directly related, and for your personal credibility to be sound)
- Get others involved in planning so they are part of the decision (when you need expert input into the decision and need high levels of commitment)
- Look to the other person's needs and concerns to overcome resistance (In one-on-one situations where there is underlying tension)
- Make strong, positive assertions to convince people of the strength of your ideas (in a crisis situation, or when you have to motivate individuals with less experience or authority)
- Use reason and logic to "sell" an idea (when there are clear and compelling reasons that can be proven by logic, and to dismiss subjective factors that may be clouding a decision)
The strategy must be selected to fit the situation, especially the perspective of the person to be influenced. Choice of the wrong strategy can be counterproductive.
The author identifies five traits of an influential leader:
- Understands of the various ways to use power
- Selects the appropriate strategy
- Use various strategies as situations warrant
- Use their influence in a consistent direction
- Avoid the misuse of power (manipulation and domination)
Communication is a key to influence. One must communicate clearly (one thought at a time, in terms the audience can understand) and in a manner that conveys enthusiasm and confidence.
And there's a six-step process for communicating a vision:
- Gather information to support your case
- Correlate your vision to that of the organization
- Determine what is important to the audience
- Develop a concise statement of purpose
- Engage others and solicit feedback and support
- Determine a strategy (method, timeframe, frequency) for communicating it
Finally, understand that influence should not be treated as ad-hoc and once-and-done: it can be counterproductive if a leader is sporadic (only concerns himself with influence when he needs something specific). It is an ongoing process that requires constant maintenance and consistency.