Technique: Preparing for Influence

Most managers cannot succeed in their organization without the cooperation of others. Influence is the art of obtaining cooperation ethically and to mutual benefit. The higher you are in the organization, the more important influencing skills are to your success (and that of your group).

Start with our influence prep sheet shown in Figure 20, ​Influence prep sheet​. Answer these questions before you have a conversation where your influence is important.

Guidelines

• Remember that influence is a two-way street.

• Influence is not twisting someone’s arm or trying to make them do something that goes against their own best interests.

• Be willing to reciprocate.

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Figure 20. Influence prep sheet