The Influence Model: Gaining Influence Without Authority PDF

The Influence Model: Gaining Influence Without Authority Exploring how to influence others Beth Boyd | November 2024  Introduction to the I...

The Influence Model: Gaining Influence Without Authority Exploring how to influence others Beth Boyd | November 2024  Introduction to the Influence Model The Influence Model is a framework developed by leadership experts Allan R. Cohen and David L. Bradford. It provides a structured approach for influencing others, even when you lack direct authority over them. ©2024 Proprietary and Confidential. All Rights Reserved. Beth Boyd | TalentLab.Live 2 “The Influence Model is based on the law of reciprocity – the belief that all of the positive and negative things we do for (or to) others will be paid back over time.” ©2024 Proprietary and Confidential. All Rights Reserved. Beth Boyd | TalentLab.Live 3 When to Use the Influence Model You need help from someone You have one opportunity to ask over whom you have no the person for help authority The other person is resisting You don't know the other person helping you well You don't have a good relationship with the person from whom you need help ©2024 Proprietary and Confidential. All Rights Reserved. Beth Boyd | TalentLab.Live 4 Assuming Everyone Can Help Approach with an Open Avoid Preconceived Notions Look for Opportunities Mind Don't write off the other person Focus on finding ways the other Even if the other person seems before even attempting to person can assist you, rather than difficult or unwilling to help, understand their perspective and obstacles preventing them from approach the situation by viewing motivations. helping. them as a potential ally. By assuming everyone can help, you open yourself up to unexpected sources of influence and support. Prioritizing Objectives Focus on Work Leave Personal Agendas Clarify Your Goals Objectives Aside Identify the specific reasons why Separate your personal wants Focus on the spirit of reciprocity, you need to influence this and motivations from your work- not what this person can do to person. related goals. only benefit you What do you hope to achieve? Ensure your influence efforts aim to achieve outcomes that benefit a new project your organization, not just your additional resources own interests. their expertise ©2024 Proprietary and Confidential. All Rights Reserved. Beth Boyd | TalentLab.Live 6 Understanding the Other Person's Situation Evaluate Performance Metrics Identify Primary Consider Peer/Manager Understand the key performance indicators Responsibilities Pressure (KPIs) and metrics the other person is Determine the other person's main job Assess the pressure level the other person measured against. duties & focus areas. may face from their colleagues or superiors. This will reveal what is most important to This will help you understand their priorities This can significantly influence their them and what drives their behavior. and the constraints they operate under. decision-making and willingness to help. Understand Organizational Culture Identify Personal Motivators Evaluate the overall culture of the other person's organization, Try to determine what is most important to the other person on a including unwritten rules, values, and norms. personal level, such as recognition, growth opportunities, or work-life This context can shape their behavior and expectations. balance. These can be powerful influencers. ©2024 Proprietary and Confidential. All Rights Reserved. Beth Boyd | TalentLab.Live 7 Identifying What Matters Inspirational Factors (e.g., contributing to a meaningful cause) Task-Related Factors (e.g., access to resources or opportunity to take on a challenging project) Position-Related Factors (e.g., recognition, reputation, visibility) Relationship-Related Factors (e.g., sense of belonging, emotional support) ©2024 Proprietary and Confidential. All Rights Reserved. Beth Boyd | TalentLab.Live 8 Analyzing the Relationship Understand the Relationship Assess Rapport and Trust Identify Potential Barriers History Evaluate the level of rapport and Recognize any potential barriers or Examine how long you've known trust you have with the person. conflicts that may exist between the person and what your previous Have you worked together before? you, such as past disagreements, interactions have been like. Do you have a friendly relationship? differing priorities, or lack of understanding. ©2024 Proprietary and Confidential. All Rights Reserved. Beth Boyd | TalentLab.Live 9 Making the Exchange Identify the key factors that matter to the other person, such as recognition, relationships, or personal goals Inspiration/Vision Relationships Task-Related Factors Personal Goals Position & Recognition ©2024 Proprietary and Confidential. All Rights Reserved. Beth Boyd | TalentLab.Live 10  Applying the Influence Model ©2024 Proprietary and Confidential. All Rights Reserved. Beth Boyd | TalentLab.Live 11 Key Points Effective for Prepare by Build Positive Help Others Influencing Without Understanding Relationships Whenever You Can Authority Others Focus on building good Helping your colleagues The Influence Model can Pay attention to your relationships with others not only feels good, but be a powerful tool to gain colleagues and key in your organization, as they'll be more likely to support and stakeholders to this will make it easier to repay the favor when you commitment from understand what matters influence them when you need their assistance. others, even when you most to them, so you can need to. don't have authority over tailor your approach them. effectively. ©2024 Proprietary and Confidential. All Rights Reserved. Beth Boyd | TalentLab.Live 12 Building Influence Without Authority Influence vs Authority Influence is more powerful than authority. Authority comes from your title, but influence is earned through your actions and the relationships you build. Even when you have authority, influence is what drives people to trust and follow you willingly. ©2024 Proprietary and Confidential. All Rights Reserved. Beth Boyd | TalentLab.Live 13 Building Influence Without Authority Build Trust and Credibility Consistently delivering high-quality work, owning your mistakes, and being transparent about your limitations helps you earn the trust of your colleagues. Trust is the cornerstone of influence. ©2024 Proprietary and Confidential. All Rights Reserved. Beth Boyd | TalentLab.Live 13 Building Influence Without Authority Communicate Effectively & Listen Actively Use clear and concise communication to make your ideas understandable and actionable. Actively listen to others, show genuine interest in their perspectives, and foster collaboration to position yourself as a thoughtful leader. ©2024 Proprietary and Confidential. All Rights Reserved. Beth Boyd | TalentLab.Live 13 Building Influence Without Authority Take Initiative & Be Proactive Look for opportunities beyond your immediate tasks, propose solutions proactively, and step up voluntarily to lead initiatives. This highlights your leadership potential and makes you a natural go-to person for problem-solving. ©2024 Proprietary and Confidential. All Rights Reserved. Beth Boyd | TalentLab.Live 13 Building Influence Without Authority Collaborate and Empower Others Recognize and celebrate the achievements of your peers, offer guidance and assistance to others, and empower your teammates. By elevating others, you build goodwill and strengthen your influence. ©2024 Proprietary and Confidential. All Rights Reserved. Beth Boyd | TalentLab.Live 13 Building Influence Without Authority Leverage Data and Facts Use data and facts to support your recommendations and proposals. Objective evidence adds weight to your influence and helps in convincing others of the merit of your ideas. ©2024 Proprietary and Confidential. All Rights Reserved. Beth Boyd | TalentLab.Live 13 Building Influence Without Authority Be a Connector and Build Relationships Build relationships across departments and teams to create a network of allies. Take initiative to facilitate communication and collaboration between different groups, positioning yourself as a central figure in project coordination. ©2024 Proprietary and Confidential. All Rights Reserved. Beth Boyd | TalentLab.Live 13 Building Influence Without Authority Influence to Move Fast and Get Things Done Relying on influence allows you to act autonomously, make faster decisions, and accelerate project progress without needing formal approval from multiple layers of management. ©2024 Proprietary and Confidential. All Rights Reserved. Beth Boyd | TalentLab.Live 13 Building Influence Without Authority Turn Ideas into Reality Make compelling arguments to get buy-in for your ideas. Articulate the value of your proposals clearly, demonstrate alignment with organizational goals, and engage with key decision-makers to turn your vision into action. ©2024 Proprietary and Confidential. All Rights Reserved. Beth Boyd | TalentLab.Live 13 Conclusion Structured Approach Understanding Needs Offer Exchange The Influence Model provides By understanding the other Offering something in a structured approach to person's needs and priorities, exchange for their help, such gaining influence over others, you can effectively influence as resources, recognition, or a even when you don't have them to help you achieve your personal favor, can motivate direct authority. goals. others to assist you. Reciprocity Relationship Building The model is based on the principle of reciprocity, Developing strong relationships and where people feel compelled to return favors and demonstrating empathy and understanding can help those who have helped them. also enhance your ability to influence others. ©2024 Proprietary and Confidential. All Rights Reserved. Beth Boyd | TalentLab.Live 14  Check Out What's one takeaway from this session that stands out to you? ©2024 Proprietary and Confidential. All Rights Reserved. Beth Boyd | TalentLab.Live 15