Five Ways To Hone Your Influencing Skills

Influencing others is not just a useful, but an extremely important attribute to have. Interestingly, influence has been the subject of considerable research, the most notable of it by Dr Robert Cialdini, Regents’ Professor of Psychology and Marketing, Arizona State University, who’s spent 30 years not just studying, but narrowing down his findings to six key principles, published in his 1984 book ‘Influence: The Psychology of Persuasion’. They include: reciprocity, commitment (and consistency), social proof, liking, authority and scarcity. Sreeradha D Basu speaks to experts to decode the science behind influencing others better 

1 Improve your Interpersonal Skills 
People are more likely to say ‘yes’ to you if they like you. So, it’s worth making the effort to work on your interpersonal skills, says Swapnil Kamat, founder, CEO and chief trainer at executive education and training firm, Work Better. “People like dealing with positive people, so it’s important to project both a positive body language as well as positive facial expressions. Also, people like dealing with others who are like them,” suggests Kamath.


2 Go out, do Something for People 
Not only does it make you a better person, but it’s likely that people will reciprocate. “Most people have this innate instinct to return favours. So, if you have done a favour for them in the past, it’s human nature to try and equalise that,” says Kamath.

3 Come Across as a Figure of Authority 
People who come across as a figure of authority tend to influence others in a big way. It could involve anything from power dressing to associating with a figure of authority or becoming an expert at what you are doing. 

4 Talk About Previous Examples 
As a society, we get influenced by what everyone else is doing. “People are comfortable going ahead with something when others have done it in the past,” says Kamath. Ad agencies use precisely this mindset to drive home their message. 

5 Build Better Trust and Connect 
It’s important to motivate and praise the employee so that he feels positive about the work that he has been assigned to, says Udit Mittal, MD, Unison International. “One should give their employees flexibility in schedules and take genuine interest in their work-life balance. Such small gestures definitely make a lot of difference. Giving due credit for past successes also helps,” he says.

Five Ways To Master the Art of Influencing People

The art of influencing is gaining in importance in corporate jobs. It is a skill that is sought after by executives, and is easy to master. Management gurus say with teamwork becoming more important, influencing skills play a big role in their success. Writankar Mukherjee spoke to experts to suggest ways to improve influencing skills.

Support Ideas with Data
To influence a team or a meeting, executives need to clearly present their ideas and thoughts with facts and/or information to support it. Many people respond positively when a view is supported with data or something concrete. “Some background research pays. If you get some information that will add credibility to your argument, your chance of influencing the cause or fact is very high,” says Krishna Chowdhury, a leadership trainer.

Say it Straight
The skill of influencing depends largely on the way you put across your point of view. HR experts say executives should communicate their point of view in a way that makes a direct impact. “Both the substance and the way you put it across plays a big role in influencing. Carefully choose the words, the timing, the forum and the way the point of view is put across. Say it with a lot of conviction. The impact will then be greater,” says Ajit Isaac, Ikya Human Capital Solutions MD.

Develop an Informal Channel
Experts say it is important to use multipl e channels to influence. Apart from formal influence, which is done in meetings, informal influencing with key people is key. “Such informal influencing can be done in office corridors, by walking into the cubicle or even in the canteen. Build a network with colleagues and a good working relationship with key officials during such informal encounters and convey your point of view as if you were thinking about it,” says Vivek Tripathi, chief of HR, Lava Mobile.

Build a Consensus 

A good leader, it is said, is one who listens more and talks less, since he then influences the most. Such an approach helps to gain the confidence of team mates. “Listen and understand their point of view. At a senior level, directing someone will have little influence. The best influencing style is probing, consulting and questioning, as it helps to gain consensus,” says Amit Bhatia, CEO, Aspire Human Capital Management. The biggest impact will depend on how a professional lives up to his commitment and whether or not he is a man of action. But don’t commit to something that may be difficult to achieve. “The next time, your colleagues or subordinates will not listen to you and won’t take you at face value,” says Tripathi.

(The Economic Times, Mumbai, 15-07-2011)