In life and at work, communication and people skills are essential for success. You must be able to communicate your wants, needs, and ideas to others – whether the goal is to improve relationships, create company buy-in, implement change, create a winning team, gain support, or win a bid.
The ability to influence people can seem elusive to some and natural to others. However, this talent is as much a learned skill as it is an innate ability.
The ability to be assertive is a must, and influencing others comes more easily to those with this trait. Not to be confused with aggressive people, assertive people have a depth of understanding about themselves and others; they know what they want and how they feel. Most importantly, they know how to communicate those wants and feelings to others.
Here are some techniques to help you perfect the art of influencing others.
Size Up Your Audience
Since everyone responds differently to persuasion, consider the personalities of those with whom you are attempting to influence, and tailor your conversations accordingly. For instance, some people feel easily threatened while others are unaffected. Some people are naturally trusting while others tend to be skeptical. Some people may react congenially; others may have a negative or despondent reaction.
Whether you are working with one of your PMs or a building code inspector, vary your approach to fit each person.
Access the Agenda
Seek to understand the personal and professional agendas of those with whom you interact – you have your objective, but what’s theirs? Is it compatible with yours? Discover their motivation (sometimes known as a “What’s In It For Me?” analysis) and speak from there. You also need to understand their daily challenges and learn what it’s like to walk in their shoes.
Assess Attitudes
Determine the overriding attitudes of those you seek to influence. What are their beliefs and attitudes as they relate to what you want to accomplish? Do they value hard work? Are they hardheaded? Do they have a win-at-all-cost attitude? Do they feel they are “too busy”? When you understand others’ attitudes, you’ll see more clearly how they will view your position.
Find Out What’s Happening
What is your audience’s current state of mind? Is anything happening with the people you seek to influence that affects their current perception? For example, if you’re asking a group of PMs to make drastic budget cuts, then you may need to give more in-depth information about the cost-benefit of your actions, and understand the potential consequences that should be addressed depending on the group's current state of mind.
Stay tuned for more on mastering the art of influencing people in the April 2016 issue of CFMA Bottom Lines.
Copyright © 2016 by the Construction Financial Management Association (CFMA). All rights reserved. This article first appeared in March 2016 Bottom Lines newsletter.