Influence Without Authority

 

How do you influence when you don't have authority? John Ullmen, Executive Coach, Professor at UCLA Anderson School of Management gives a four step approach:
1.  Clarify your desired outcomes. Be specific.
2.  Learn what influences the influencers. What are their goals and plans? What are their concerns and fears? What are their driving motives? What do they value?
3.  Choose the best methods to influence the influencers. Taylor your approach with each stakeholder based on what you learn about his or her priorities, preferences and the way they tend to deal with people. Help them see how your proposed steps align with their motives and values to move toward priorities they want and away from problems they don't.
4.  Invest in relationships. Get things don't in ways that improve relationships not at the expense of your relationships and reputation.


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