If, indeed, the key
to successful leadership is influence, how do we become more influential? Is
this something we can learn? Influence was a crucial component of the lecture
on Power given by Dr. Mabel Miguel, Professor of Organizational Behavior at the University of North Carolina (UNC), at the “Women in Business – Transitioning to Leadership” workshop at the UNC’s Kenan-Flagler Business School that I attended in
May. Remember that “Power is Good” (for a refresher, please see blog
on Power), and we should all want more of it. If we define power as
the capacity or potential to influence others, then we want to increase this
capacity or potential. So think about a recent situation where you successfully
wielded your influence. Did you win an argument, change a policy, or improve a
situation? Ask yourself the following questions:
• How influential
are you?
• What is your
favorite influence technique?
• How do you
tailor your strategy to the situation?
• Did you have a
plan when you approached people?
There are several
categories of strategies/tactics that we use to influence others. These are
often referred to as the three Rs: Reason, Reciprocity, and Retribution. Here’s
a summary of each and some indications of when they might be the most effective
choice.
