With more and more companies (especially startups) departing from formal hierarchies, it is more important than ever to understand how to get things done through others for whom you have no formal authority over; a skill that not only newly minted managers need to acquire, but also any successful executive. So whether you are in a startup, or a large global company, mastering the skill of influence is essential to every executive.
When we use the words Power and Politics, they usually have negative connotations associated with them. Many people think that power in a work environment is merely the exercise of formal authority, the ability to hire and fire, promote and praise, but it is considerably more than that.
Successful executives learn that while formal authority is real, success will depended your ability to get things done through others who are not in your direct chain of command. Playing politics is exhausting that brings with it emotional drain. Most people don’t like it, but understanding its inner workings and investing time to improve your skills in this area will yield beneficial results.
Equip yourself with these five tactics and you’ll be better off.
1. Be “Likable”
It would be great if everyone liked you. Unfortunately, that’s not realistic. No matter how nice you are to some people, you’re not going to become their friend. The unavoidable truth about being successful is that people may become irrationally mad at you sometimes.
And while acceptance is essential, if you care too much about others’ opinions, it will stifle your decision making ability and risk tolerance. After all, your goal isn’t to make everyone your friend but to get the job done right.
However, people are more likely to do a favor for someone they know and like. Therefore, in absence of formal authority, it’s in your best interests to be perceived as likable.
Go out of your way to develop genuine connections. And while it’s okay that you set high expectations and demand accountability, you should treat your colleagues professionally and honestly. Express your sincere appreciation for their help. Thank them for their assistance and acknowledge their efforts.
Some companies have even instituted rules around “likability”. Look no further than Netflix’s brilliant jerks policy and 2U’s strict no-asshole policy, a term coined by Stanford professor Robert I. Sutton in his book The No Asshole Rule: Building a Civilized Workplace and Surviving One That Isn’t.
It might be obvious, but one of the the simplest ways to get someone to say “yes” to your requests is:
Don’t be an asshole.
2. Reciprocity – a.k.a. the Favor Bank
“You can’t eat the orange and throw the peel away – a man is not a piece of fruit.”
Willy Loman’s simple plea from Arthur Miller’s Death of a Salesman is an eloquent description of reciprocity. According to social psychologist Dr. Robert Cialdini’s Influence: The Psychology of Persuasion, the Reciprocity Rule says that when you help someone, that person will feel obligated to repay you in some way. This sense of obligation even supersedes that of being likable.
This indebtedness is a real phenomenon, and it has a tangible benefit: the beneficiary of your goodwill will likely respond well to any future request you have.
However, your interactions shouldn’t become quid pro quo. If your “gives” come across as conditional, it’s more liable to result in tension instead of favor.
More so, if you consistently and genuinely go out of your way for people, merely because it’s in your nature to do so, then the benefits will organically grow over time.
3. For Better Or For Worse, Your Reputation Precedes You
When it comes to influencing those who don’t work for you, building and maintaining a positive track record for being efficient and getting things done is paramount. On the surface, having an outstanding professional reputation is its own reward. But, on a more pragmatic level, a solid reputation for reliability has real rewards. From future job offers to higher salaries to better project assignments; the benefits are real.
People with reputations for being resourceful and effective are more likely to be presented with opportunities to exercise their influence. Those that capitalize on the opportunities gain a perception as a “person of influence”, which means they are less likely to be challenged and thus even further enhancing their ability to influence.
A strong reputation combined with actions that are consistent and helpful will contribute positively to your favor bank in no time!
4. Provide Information And Context
The “because” is important.
When you are not in a position of formal authority, it is important to provide information and context when asking for help. Demonstrating a vision, laid out with goals and path to achieving desired results puts an emphasis on a method rather than reporting structure.
For those “asks” that are smaller in nature, providing any reason (the because) behind the request increases your likelihood of getting people to agree to it; this is known as mindless behavior (Langer Blank, & Chanowitz, 1978). This holds true even if your reason makes little sense or is only tangentially related to your initial request.
5. Know the Players and Network, Network, Network
Office politicking might not be for you.
But understanding the players, getting to grips with who’s who, and nurturing your network are critical to having your voice be heard.
You know your boss and your colleagues. But do you know your boss’ assistant? The IT guy? The folks over at Finance? The HR department?
“Look beyond titles,” says Marie McIntyre, author of Secrets to Winning at Office Politics, “Many mistakenly assume that people in HR have no power. Well, you’d be surprised at how many problems they solve, how many decisions they influence – even on the level of promotions and layoffs.”
“If you know people on the manufacturing end, in marketing, in sales, you’ll be able to anticipate their points of view, their needs, and their agendas,” says McIntyre. Equipped with these relationships and new perspectives, you can navigate and influence the wider political landscape and, consequently, complete with greater ease any task that stands outside your immediate control.
Influence Is A Skill. Skills Take Time.
Becoming influential takes time and hard work. The five tactics above are solid guidelines for you to practice and to add to your daily routine. They’ll also ensure that when you speak or ask questions, you’ll be heard and answered.
ABOUT THE AUTHOR:
Michael Iacona has 20+ years’ cross-industry experience within large multinational companies and currently works with startups. He has earned dual Masters degrees – an MBA from Columbia Business School and an MS in Information Systems from Pace University. Having built, led and managed small and large teams, Michael continual evolves his management style, where he leads by example, fosters open communication and enjoys coaching team members; capitalizing on their unique talents.
