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
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)
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