The Guardian has recently highlighted the importance of influencing and negotiating skills for achieving promotion and career progression. And in fact, influencing is a crucial skill in so many aspects of modern working life whether you are working in cross-functional teams, managing external supplier relationships or networking with potential new clients. We often have to persuade and influence those over whom we have no real authority.
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A subtle, empathetic approach is recommended rather than a more direct or forceful style. If you can give the other party the impression that you have met them half way or further, that they have bought into or even come up with the idea themselves you will get real support and longer lasting results. Successful influencing is about making a connection and appealing to the heart as well as the head. It is about identifying personal triggers and adapting your style to others’ to get the best results from the people you are trying to influence. A combination of communication and interpersonal skills will help you to get the results you need. Below are some practical hints to help develop your powers of influencing whether you need a decision from your boss, an “awkward” peer to help you or a client to accept your new prices.
Create rapport with the person you are trying to influence – it may sound like common sense but if they like and trust you there is a greater possibility that you will be able to persuade them
Listen and show you are listening. If someone feels valued they are more likely to be persuaded to your point of view
Ask the right questions – use questioning techniques to lead people towards the answers you want
Be Aware of Body Language and mirror the other person’s body language to create better rapport
Sell the Benefits of your argument to the other person and try to see your position from their perspective
Be relaxed – a relaxed and natural demeanour is more likely to achieve a successful outcome rather than an emotional or demanding approach. Demonstrating a natural confidence will help to persuade others that your ideas are good
Invest your Time – influencing isn’t a quick fix. It can take time to develop empathy and awareness but you are more likely to get what you want if you play a long game
The art of influencing doesn’t come naturally to everyone and many professionals who would like to be better perceived by those they work with and to get better results from their business relationships invest in influencing and negotiating skills courses to ensure success.
© Communicaid Group Ltd. 2011
