competency development guide

IMPORTANCE OF INFLUENCING OTHERS

This competency, which is the ability to get others to do what you would like them to do, is fundamental to many goals and activities at work: selling, enlisting support for ideas, obtaining resources, motivating subordinates, energizing teams, and building support for an organizational vision. The higher your level in an organization, the more important is this competency.
More and more organizations are moving away from hierarchical organizations, in which influence depends heavily on the use of positional power. The increasing use of teams requires Influence Skill, rather than authority, to gain support.

DEFINITION OF “INFLUENCING OTHERS”:

The ability to gain others’ support for ideas, proposals, projects, and solutions.

  1. Presents arguments that address other’s most important concerns and issues and looks for win-win solutions
  2. Involves others in a process or decision, to ensure their support
  3. Offers trade-offs or exchanges, to gain commitment
  4. Identifies and proposes solutions that benefit all parties involved in a situation
  5. Enlists experts or third parties to influence others
  6. Develops other indirect strategies to influence others
  7. Knows when to escalate critical issues to own or other’s management, if own efforts to enlist support have not succeeded
  8. Structures situations (e.g., the setting, persons present, sequence of events) to create a desired impact and to maximize the chances of a favorable outcome
  9. Works to make a particular impression on others
  10. Identifies and targets influence efforts at the real decision makers and those who can influence them
  11. Seeks out and builds relationships with others who can provide information, intelligence, career support, potential business, and other forms of help
  12. Takes a personal interest in others (e.g., by asking about their concerns, interests, family, friends, hobbies), to develop relationships
  13. Accurately anticipates the implications of events or decisions for various stock holders in the organization and plans strategy accordingly.

General Considerations in Developing this Competency

As the behaviors for this competency show, there are a wide variety of ways in which this competency can be demonstrated. Most of these ways involve careful analysis of the needs, interests, concerns, and fears of the persons to be influenced. Based on this analysis, the skillful influencer considers alternative approaches and develops influence strategies. The strategies reflect thinking that is not always shown in observable behavior. Developing Influencing Others requires learning this kind of thinking.

One of the best methods to develop Influencing Others is to work closely with a skilled influencer planning influence strategies. Another method is to learn about influence strategies through courses and books. Using influence strategies effectively requires practice and feedback. Courses which involve role playing and feedback can provide this practice.

This competency builds on several other competencies, especially Interpersonal Awareness and Persuasive Communication. Developing these competencies will help develop Influencing Others. In addition, Influencing Others often requires knowing or learning about the politics of an organization: the histories and agendas of different groups and the decision makers and key influences of particular types of decisions.

Practicing this Competency

  • The next time you need to influence someone, ask that person or others what are his/her most important needs and concerns.
  • Try to think of a solution that will address the other person’s needs or concerns while meeting your own objectives.
  • Consider involving others (by asking for input, checking out possible a