How to Influence When You Have No Authority

If there is one unenviable task when it comes to communication, it is trying to get people to do what you want when you have no power or authority over them. This post will give you a few ideas about how you can deal with that…

I have done some very well received programs on “Influencing Without Authority,” including one about a month ago.

The central question the presentation addresses is, “how do I influence other people when I have no authority or power over them?” Tough question, but an important one. If you can figure that out, you can make your life a whole lot easier.

Below I outline the six techniques of Influence, along with a few tips for how you can apply them yourself.

Note #1: I did not develop these on my own. The programs I do are based on the work of Robert Cialdini and his book, Influence: The Psychology of Persuasion. If you want more info on this topic, I highly suggest you read his book.

Note #2: The techniques below can be seen as manipulative, but that is not my intention. If you apply them with integrity and with the best intentions for the other people involved, I don’t see it as being manipulative.

Note #3: I have done this program in as short as 90 minutes and as long as a day and a half. This post is a quick, “high level outline.” There is a lot more info that goes into it, but the below should get you started.

The six techniques of influence:

Liking

In a Nutshell:

People are more likely to do what you want if they like you

The Analysis:

Doesn’t sound like an earth shattering revelation, does it? However, it is a powerful technique that often gets forgotten.

In your organization, with the people you need to influence, how much time are you spending building relationships?

It’s easy to keep your head down and just do your job and then expect people to do what you say, simply because you’re right. But things rarely work out that way.

What you can do:

Don’t be a jerk, build relationships, say Yes And instead of Yes But, and think beyond the immediate task at hand. Spending a little extra time now to build a better relationship can and will pay off huge down the road.

Reciprocity

In a Nutshell:

People are more likely to do what you want if you have done something for them.

The Analysis:

Give and take. Karma. You scratch my back, Ill scratch yours. However you like to describe it, you are probably familiar with the idea, and you know it works.

What is interesting though is just how well it works. In his book, Cialdini points out that the principle of reciprocity may lead to people doing things for you that are disproportionately greater than what you did for them.

For example, in one study two people were supposed to take a test in a room together. Before the text, one of the two (the “plant,” who was in on the experiment) left the room to get a soda. In some cases he would bring back a second can for the other person, even though the person didn’t ask for it. After the test (which was meaningless) the plant would ask the subject to buy some raffle tickets at twenty-five cents a piece. He would say, “No pressure, and the more the better.”

The study found that not only did the subjects who received the soda buy more tickets, but they bought tickets for a value far greater than the price of the soda!

Amazing. Reciprocity is a powerful, powerful thing.

What you can do:

Be more helpful. When someone comes to you for help, find ways of saying Yes And. You don’t have to drown yourself in favors for others, but try to help. Also, offer help before it’s asked for. Be a resource when you can.

At its core, this is just more relation ship building

One note: Don’t keep a tally of what you have done and who’s paid you back (and who hasn’t). Some will over-repay, some will repay equally, and some will never repay. Just enjoy the process of giving and trust in the power of reciprocity.

Social Proof

In a Nutshell:

People are more likely to do what you want if they see others doing it.

The Analysis:

You have seen this in action, maybe even without realizing it.

Consider this scenario: you are in a building when the fire alarm goes off. What do you do?

If you are like most of us, your answer was not “head immediately for the fire exit.” No, you probably do what the rest of us do – you look around and see what others are doing. “Is anybody else leaving? Not yet? Ok, then maybe I’ll hang out at my desk and wait a few minutes too.”

That’s social proof. We often take our cues from what we see others doing.

What you can do:

Pick your battles. You don’t always have to try to convert the most resistant person first. If you start with the easier people first, you start to build some social proof. When they see others going along with your ideas, they are more likely to follow your lead too.

Commitment and Consistency

In a Nutshell:

People are more likely to take actions they have previously committed to.

The Analysis:

In our society, we do not like people who are inconsistent. We call them things like hypocrites, flakes, flip-floppers, etc. As a result, most people do not want to be seen as lacking in consistency and commitment.

This is why so many of us, when we want to avoid an argument, say things like, “we’ll see,” or, “I’ll try,” or, “let me think about it,” when we actually mean “no.”

If you say, “no,” then the other person may get mad, sad, or argue with you. If you say, “yes,” you’ll feel obligated to follow through even if you don’t want to because if you don’t, you’re a flake at best and a liar at worst.

What you can do:

First, try to get commitment from people. Don’t leave a conversation without outlining your next steps and getting the other person to commit what they will do after you take those steps. It’s worth summarizing those steps and commitments and agreements in an email so there is a record of it.

Second, ask good questions and let the other person come to their own conclusions. If they come up with the idea themselves, then they are more likely to follow through on it to maintain their consistency. People are much more likely to take an action if they see it as their idea rather than something you tell them to do.

Authority

In a Nutshell:

People are more likely to do what you want if they perceive you as an authority.

The Analysis:

The key word in the description is “perceive.” Obviously, the name of the program I give is, “Influencing Without Authority.” However, just because you don’t have actual authority doesn’t mean that you can’t project it.

What you can do:

Pay attention to how you are delivering your advice and suggestions. Many people have a tendency to “soften” their suggestions or weaken their position by adding unnecessary words or speaking meekly. Here are a few things:

• Remove softeners and disclaimers. After you make your recommendation, don’t immediately follow it up with, “but, if that doesn’t work for you I can figure something else out” (or some similar phrase which indicates you are willing to change you idea).
• Speak with confidence. Your tone of voice (and body language, if you are in person) will have a huge impact on how your confidence and authority is perceived. Speak slower, make eye contact, and let confidence come through your words.
• Remove filler words. Every “ah,” “um” “like,” or “you know” makes you sound less confident. Practice eliminating the fillers and you will develop more authority.
• Get comfortable in silence. Most people do not like silence. If you can make your suggestion and then shut your mouth, you will be perceived as very confident and powerful. A little silence goes a long way.

Also, go after small wins. Let people see the successes you are having in other areas. This will make them see you as more capable, and that will increase your perceived authority.

Scarcity

In a Nutshell:

People are more likely to do what you say if they feel they might miss out if they don’t.

The Analysis:

You see this one all the time. Stores screaming about their, “limited supply!” Even if you know it’s not true, even if you are 100% sure that they have hundreds of these items in stock, you still feel a sense of urgency about the item, don’t you?

Scarcity is very powerful. Around the holidays, there is always some “hot toy” that everyone is clamoring to buy, and every store always seems sold out. People always wonder why the manufacturers don’t produce greater quantities. It’s for one (or a combination) of three reasons:

1. Production Limitations. If a company has already manufactured a million copies of a product, they’re not going to sit on them for a month while they wait for the next million to be produced. They’ll ship off and sell the first batch while the second batch is made.
2. Pricing. If they produce an amount slightly lower than demand, they’ll create a buzz that allows them to keep their prices high.
3. Double Sales. This is an interesting one, and it’s straight out of Cialdini’s book. The theory is that if there is a hot toy that your child really wants, you will hunt all over to get it. If you are unable to get it, you will still buy your kid something for a present. However, there is a good chance that after Christmas the kid will still want it (especially if you promised you would get it). In fact, he’ll probably want it more because he didn’t get it in the first place. So what do you do? The first week or two of January, after inventory has been replenished, you go out and but it for him. Boom! You have just bought two gifts instead of one.

What you can do:

When presenting your case to someone, try make them understand what they might miss out on if they don’t do what you say. Don’t lie or overhype the situation, but give them an honest assessment of the consequences of not following your advice.

Some people are unwilling to face the harsh realities of their situation. They’ll focus on what they can get if they do what they want, but they might ignore what they might miss out by not following your advice. Just make sure they fully appreciate both what they might gain and what they might lose based on your suggestions.

In Conclusion

Influencing Without Authority is a pretty big topic, and it will take some practice. However, once you get adept with even just some of the techniques, you will find your ability to get people to follow your advice and suggestions greatly increasing. If you use these tools truly with the best interest of the other person in mind, then that’s not manipulation. That’s just good business.

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Would you like to bring Avish’s “Influencing Without Authority” workshop to your team or organization? Then contact him now!