A classic case of win-win. This morning, as I booked a courier online, I noticed the option to select ‘drop at post office’. Clever – I don’t have to wait in tomorrow for the collection, the parcel is on its way a day earlier, and the courier has one less pick up in his already busy day. Everyone is happy.
This is just one example of how win-win solutions are woven into our day to day lives: look around you! The branded sports players providing the clothing companies with marketing; BBQ food discounted at the supermarkets in the hot weather; contractors rewarded with a bonus if they complete a project on time – I am sure you can think of many more examples, which show how advantageous a truly beneficial supplier-customer/ business-business partnership can be.
One of Schroder’s High Performance Leadership Behaviours is ‘Influence’ and it can be very powerful, having a positive impact on individual, team or organisational performance.
So what is influencing?
- It is the art of developing ideas and solutions that are mutually beneficial.
- The ability to affect another’s attitudes, beliefs or behaviours.
- Persuading without using exertion or force of formal authority.
- Allowing the ‘influencee’ to believe that they are acting in their own best interests.
What are the benefits?
- Strategic alliances, joint goals and shared interests which foster a positive climate of co-operation rather than domination or imposition.
- It builds confidence and excitement for the project or goal
- The formation of alliances to ensure long-term buy in.
- Socialised power (as opposed to centralised around one or a few people).
How to Influence?
- Define the situation and identify the goal.
- Identify who needs to be influenced and determine what makes them tick. The High Performance Behaviour ‘Empathy’ plays a key part here as it is vital to find out what is really important to the other party.
- With this knowledge the next step is to work out the most appropriate way to get their buy-in, and to know which skills or behaviours are best to employ: reason, friendliness and bargaining are primary strategies. Back up strategies include assertiveness, higher authority, coalition or sanctions.
“Work today gets done in an environment where people don’t just ask “What should I do?” But “Why should I do it?” To answer this question effectively is to persuade.” Harvard Business Review
Empathy and Influencing are two of the behaviours that we rate and coach at my360plus. For some more information please contact us.