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EXECUTIVE BRIEF

Influence is an essential component of leadership. Your position in an organization and the power it gives you aren’t always enough to motivate people to do what you ask. You may negotiate with or persuade people to make short-term behavioral change, but to create sustained change, you will need to influence them, which includes negotiation, persuasion, and other methods. Developing your skill at using different influence tactics can help you achieve results when you use those tactics to get support from direct reports, peers, bosses, and even clients and vendors.

The tactics of influence take many forms (see Table 1). After reading this guidebook, you will be familiar with different influence tactics that leaders use. You will also get a sense of the tactics you tend to use most often so that you can decide whether or not you could be more effective by using alternative approaches with different people or in different circumstances. Different combinations of tactics can be more or less effective for achieving change and increasing trust, while other combinations may bring short-term adjustments but damage long-term relationships. You will see how different organizational roles and different situations affect your use of influence tactics, and you will know what to do before, during, and after an encounter in which you try to influence another person. When you treat every attempt you make to influence as a learning experience, then you can continue to enhance your skill at using this crucial leadership capability.