In my last post, I touched on the definitions of
Influence. If you missed that one, it’s on the
bottom of this post.
Today, I want to review some of the Myths and
Misconceptions around the term “Influence”,
and attempt to clear up some of the confusion
about it.
1.True or False?.
Influence is the same as communication skills
True and False–
Influence is a subset of the entire concept of
communication skills.
Many people believe that the ability to influence others is simply a matter of good communications skills. Not so. Communications skills are only one part of the equation in getting other people to do what you want them to do. To achieve enthusiastic cooperation and consistent high performance, successful influencers use a carefully orchestrated, strategic approach.
2. Real executives don’t need influence
False
Some people think that “real” leaders do not need influence skills.” After all, the leader can demand that the staff carry out instructions. Wrong again. Today’s employees are less likely to mindlessly obey the old style, “top-down” kind of management.
Because of a changing workforce, executives and managers can’t count only on “position power” – we need to learn to influence subordinates, peers and bosses, without having direct authority.
3. Influence doesn’t lead to bottom–line results
False
It’s often said that Influence, like communication skills, is one of those “soft and fuzzy”, non-essential skills. As it turns out, people and projects often get derailed because of lack of Influence Skills. You won’t get your project funded if you can’t influence someone to support it.
4. Influence is manipulation –
Finally, the word “influence” is often maligned, especially in government, and thought to connote manipulation (we often hear the term “influence peddling”) Is there a difference, or is the use of “influence” just another way of saying “manipulation”?
In medicine, the word “influence” is used to mean “skillful handling” or “re-alignment”.
I like to look at it through the lens of “intent” and “effect” A way to distinguish between the two is that an interaction can be said to be a positive influence when the influencer has the intention to provide value, add benefit or enhance the experience of the other person. It can be called “manipulation” if there is an intention to exploit or mislead the other, or to misrepresent the product or service. Positive influence has as its result a “win-win” outcome. Both parties in the transaction reach their goals and sometimes even exceed them.
Here again, is the definition of “Influence”, as I use it
in my work.
Definition of Influence
Influence is power – the power to motivate, sell, and be more effective, more potent and more productive.
Influence is a subtle skill, a more refined approach than the use of authority or coercion. You get the results you want while allowing others to get the results they want.
We define Influence as the “power to affect change, or to achieve a result, without the use of force or formal authority”. This means that in order to be truly influencing, you must cause a change in another’s behavior, actions, attitudes or values. In some cases, the desired effect might not be immediately apparent, as in changing attitudes.
