Apr
28

INFLUENCING OTHERS – WHEN ALL ELSE FAILS – STATING EXPECTATIONS

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I guess we would all prefer be “sold rather than told” however sometimes if we need to co-opt the assistance of others we just don’t have the time to influence by negotiation or to engender enthusiasm for an idea or work goal. Often when the pressure to produce is on, the only option is to… Continue reading »

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Apr
24

Influence and Choosing the Most Appropriate Influence Strategy

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At work there are many different situations where you need to influence others particularly as a manager or leader. So which influence strategy is most appropriate in each situation. Here is a quick basic checklist. Situation • There are conflicting views or needs between you and others • There is a genuine opportunity for give… Continue reading »

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Apr
19

Influencing Others through Communication and the Value of PAINTING a VERBAL PICTURE

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One of the most underutilized communication skills during the influencing process seems to me to be the valuable skill of painting a verbal picture. The idea for the influencer with this technique is to engender enthusiasm for a course of action or point of view by ‘painting a picture’ of a desired future state. This… Continue reading »

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Apr
18

Managers as Leaders: How to Find a Candidate for Promotion

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A number or organizations I have consulted/worked for have tended to appoint the most technically competent staff member to the role of manager. If this procedure is followed often the best salesperson (as an example) will become the sales manager. The downside risk of this approach alone is that you can lose your best salesperson… Continue reading »

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Apr
12

Interpersonal Communication Barriers – Do You Have a Problem?

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To start at the blunt end of communication problems obviously if a relationship with others is desired it will be very difficult if the other party uses a tactic of total withdrawal by refusing to engage in any interpersonal contact. This is a blatant act that is easy to recognize and can be virtually impossible… Continue reading »

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Apr
07

The 5 Sources of Power and How to Become Powerful part 2

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Expert power Expert power is based on the specialized knowledge or skills that an individual has which can be contributed or withheld. Generally, individuals are positive about being lead, or at least influenced, by those whom they regard as ‘an expert’. This form of power is “comparative” and the holder of this type of power… Continue reading »

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Apr
07

The 5 Sources of Power and How to Become Powerful part 1 cont.

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Information or communication power This power is derived from being able to control the flow of information, or to be able to edit and be selective about what is passed on. “The information may be horizontal, to be shared with colleagues, or vertical, to be passed up or down through a formal organizational structure”.  This… Continue reading »

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Apr
07

The 5 Sources of Power and How to Become Powerful

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Formal, legitimate, delegated, authority or position power This form of power comes from an individual’s designated role and the role’s relative status within the organization. Commonly this power entails the right to organize people and resources. As this form power is conferred by the organization if the position or role is lost so is the… Continue reading »

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