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 clearly state our expectations and get on with it.
These situations are often related to issues where valid actions or processes need to be undertaken or changed where there is no room to debate or negotiate, particularly as they relate to rules, policies, the law or even the greater good of the organization. They also occur as delivery deadlines approach or customer satisfaction or retention is critical and under threat.
So how do you most effectively go about stating your expectations?
Firstly it seems to work best if you start out by listening to the person you need to influence and make sure you fully understand their point of view before you restate your own expectation when instructions were not accepted in the first instance. It will always be beneficial to indicate that your mind is not closed to another’s views, however there are times where, even if commitment is preferred, you will need to settle for compliance. Important point: Whilst actively listening to another’s point of view don’t “cop out” by raising false hopes of compromise or negotiation or these will come back and bite you at a later date.
To make it stick outline the resulting incentives or disincentives if the other person will not meet your needs
Since this is influence gained through ‘coercive’ or ‘position’ power, the other person may only be influenced to comply because it is worth their while to do so. You should only use the threat of sanctions if it is clear that the need being outlined or actions being requested will not be met by any other method.
Important point: If you constantly use this method of influence to get things done you will be seen as a weak autocrat. Just as importantly if you do not use this tactic (and many seem to avoid it) and let results suffer you will merely be seen as weak or a pushover. Remember when or others demand that we conform to their instructions we feel oppressed and victimized and ultimately we will become resentful. This influencing tactic should to be used sparingly and perhaps only as a last resort.
Your expectations not being met in your current job? Take a look at the free blank resume form and perhaps you can find somewhere more willing to accommodate you!
Finally a very very important point: If you threaten sanctions or offer rewards carry out on your threats or offers or your followers (staff) will become totally unmanageable and you will need to move on and the resume form above may become more than just and option and more of an essential.
