‘Real Leadership & Influence Tropes For 2017 — The Cialdini Way!’

This post is part of a continuing narrative looking at various aspects of the use of Influence in Leadership.

In other pieces I have already looked at the , “10 Things Really Effective Leaders Consistently Do To Influence!” & also, “Six More Things That Really Effective Leaders Consistently Take Account Of!”

And of course, there are a range of Tools which can be used to effectively Influence and persuade, including the Rhetorical Triangle, Munroe’s Motivated Sequence, Win Win Negotiation & the Minority Influence Strategy among others. I will be taking a closer look at each of these in future posts but today I want to look at how you might apply those 6 Principles of Cialdini’s we have already identified in previous pieces, in your Leadership practice.

First and foremost though you need to have a clear understanding of those you are seeking to influence and persuade. Followed quickly by a strong imperative requiring that you are also very clear about what your ultimate objectives are, which in turn will direct your selection of the right principles to apply.

If it’s Repciprocity, you’ll certainly need to identify sooner rather than later your objectives and be clear about what you want to see happening in response to your influence . You also need to identify what you can give in return, as a Quid Pro Quo — quite literally, Something for Something!

With Commitment, it really helps to get this either verbally or in writing at the earliest opportunity. Whilst to engage and build support, talk about and share your ideas with others and dramatise and shape a compelling narrative which is extremely important; & again I have also looked at this in other recent pieces. In addition, actively seek out and take on board the comments, differing views and perspectives of others.

If you choose to use Social Proof go all out to create a buzz and sense of purpose and energy around your idea — or as Dale Carnegie might say, arouse in the Individual, Team or Group an “Eager Want”! Take steps beforehand to build the support of other key influencers’ in your Organisation: remember though that these might not always be in obvious positions of authority. Also use all available media and other channels available to affirm and reaffirm your messages.

With Liking it’s very much down to building good relationships predicated on trust, mutual benefit and support, as well as an open and ready rapport. You need to be an effective communicator and an active listener and as I have also looked at in other pieces take steps to develop your Emotional Intelligence & truly be Authentic, remembering there is never a one-size fits all approach when it comes to relating to others.

If you use Authority be very Mindful not to use it negatively. There are many different sources of power and in future pieces I will be looking at these in more detail. In the meantime though if you want a quick primer on how to use power and authority positively I would really recommend French & Raven’s, “Five Forms of Power”. It’s also very useful to get the support of other influential and powerful people and creating & using an Influence Map to identify and network with people who can help is a very useful tool for this purpose.

And finally, with Scarcity — or in the work and organisational context when you are trying to influence, what you are really seeking to create here is a sense of urgency, so for example, when you use this particular principle dramatise how your colleagues support might solve as Daniel H Pink describes in his book, ‘To Sell Is Human’ — “A Problem Nobody Knew Existed”!

Whatever principles, tools and techniques though you choose to apply to effectively influence and persuade, do remember that a good reputation takes a long time to build, but little or no time to lose — So, always be Authentic, Honest & Transparent in how you approach others and Influence, &, as a Leader always act with both Humility and Integrity, but also Respect!

Paul Mudd is the author of ‘Uncovering Mindfulness: In Search Of A Life More Meaningful’ available on Amazon and www.bookboon.com; the ‘Coffee & A Cup of Mindfulness’ and the ‘Mindful Hacks For Mindful Living & Mindful Working’ series. He is also a Contributing Author to The Huffington Post and a Contributing Writer to Thrive Global. Through The Mudd Partnership he works with business leaders, organisations and individuals in support of change, leadership excellence, business growth, organistional and individual wellbeing and well doing, and introducing Mindfulness. He can be contacted at paul@themuddpartnership.co.uk and you can follow the continuing journey uncovering Mindfulness on Twitter @TheMindfulBook and at @Paul_Mudd