Sometimes, from the very beginning of a workshop, it is evident that the delegates have a common problem with a big powerful stakeholder. As we start to delve into their influencing objectives, “his” name keeps being mentioned. Round the table with the power cards ― there he is again. Who is this guy to be such a problem for everyone around the table? Why is he being so difficult and making everyone’s life a misery? On a recent occasion when this happened, one thing I noticed was that his name was being used as a code for “don’t even try to influence”. It was also apparent that there was a great deal of bad feeling in the room towards this character ― even the mere mention of his name. Well actually, for a long time, they wouldn’t even mention his name, somewhat akin to the fear held by elves mentioning the name of the dark lord in Middle-Earth. Something needed to be done. Troublesome, battle-hardened people exist in most organisations. These high-ranking individuals wield great power and usually do not have the time, or the patience, to let others know where they are coming from or why they are making the decisions they are making. They represent an extremely tough road-block or obstacle. Unfortunately, they are also usually misunderstood and it is this which makes them particularly difficult to handle. If you (or your team) are plagued by one of these characters, here is a simple Read More
There are many ways to influence people. Positive ways build long-term relationships, although there is a risk that in the short term you may not get what you want. Negative ways of influence are perhaps more likely to get you what you want today; but in the long run, your influence will wane even faster than your relationships. This is because the positive ways are focused on doing the right thing by others and helping them to act and take decisions which are good for them — while the negative ones pay little heed to their benefit.
Let's Focus on the Positive Ways.Some of them may challenge your notion of what is prudent. That is fine. My purpose here is Read More
As I complete this series, I'd like to share with you some vital points to bear in mind as you move forward, continuing to become more influential. These ideas are based on my observations over the last ten years working exclusively in the field of power and influence. If you take each of these points on board, and build them into your way of working, they will serve you very well indeed. They will help you to move faster, get bigger results, and have more fun in the process. Influence isn't hard when you apply yourself diligently to each and every one of these points. Here they are then, seven critically important points Read More
What process do you adopt when you prepare to influence others? Have you even thought about it as a process? While writing my latest book, I pulled the threads together and produced this five-step process that has a high level of common sense while also touching on many of the key topics specific to influence.
Step #1: ClarityBecome precise about what you want them to do, say or think. What action do you want them to take? You may not communicate it directly, but you need to be clear in your own mind what outcome you are seeking to achieve. Too often people go into influencing situations with Read More
The Stakeholder Influence Process is central to becoming more influential. It is a simple process which will keep you thinking about the things you need to think about in order that you can accelerate progress towards your goals. It will also help you to face up to the sometimes difficult meetings by providing you with an extra level of confidence - because you've thought it through. Often, just spending an hour on this can provide the insight necessary to achieve your goals. Here are the key steps in the overall process and the links you need to delve deeper while learning how to influence using this approach.