Getting Results without Direct Authority: A Practical Guide (Career Book 5)
Strict hierarchical authority structures are becoming less common in the workplace. Instead, companies are more laterally organized, with a focus on collaborative teamwork. So good influencing skills are more important than ever for success in the workplace.
Cultivating cooperative relationships and building credibility are the foundations on which you can build influence and so get the results you need. Influencing skills are essential no matter what your position – but they're especially important if you don't have direct authority over those you need help from.
To get what you want in a situation where you have no authority, you need to communicate persuasively.
You need to use oral communication properly if you want to be taken seriously and be seen as credible. This is especially true when you don't have authority. It then becomes critical that you communicate well – as well as persuasively – otherwise it's likely you won't get what you set out to achieve.
Consider sales calls and telesales. The salespeople must have effective communication skills. Because they have only a limited time to sell their product, they must be highly persuasive speakers.
You may not be a salesperson, but you still need to be able to influence your colleagues, whether you're asking for a simple favor, a major commitment, or a buy-in for your ideas. Without formal authority, you can't simply order people to do your bidding. Persuasive communication can help.
Sometimes, even if you have prepared to the best of your ability, you may still meet some resistance. Knowing how to communicate persuasively involves knowing how to overcome resistance so you can achieve the result you want.
In economics, the "no free lunch" rule encapsulates the idea that to get something you want, you need to give something back. Or if you give nothing, you get nothing.
In its simplest sense, the idea of exchange is illustrated when you go to a store and exchange money for a desired item.
This idea of exchange – also known as "reciprocity" or "give-and-take" – isn't restricted to material items. It's a universal principle that applies to all kinds of situations.
Reciprocity becomes especially pertinent in cases where you need to influence people you have no direct authority over.
You may need help from a colleague on a project, for example. Or you may need key information from someone in order to complete an important report.
Reciprocity can be either positive or negative.
Positive
In positive reciprocity, the exchanges are mutually beneficial. For example, "If you cover my weekend shift this Saturday, I'll cover yours next month."
Negative
In negative reciprocity, the exchanges are negative or threatening. For example, "If you don't come to this meeting, you won't receive a production bonus."
You should avoid a negative bias in exchanges unless it's necessary. Negative bias can create a pattern of hostility – which can be very counter-productive in a work environment. Negative bias can also build mistrust and damage perceptions of individuals in the organization.
Consider you and your boss's relationship. Are you able to make a request to take on more responsibility? Can you get the direction you need? Are you happy with the relationship you have with your boss – with how you and your boss work together? If you have answered no to any of these questions, you may need to build influence with your boss in order to improve your situation.
Building influence with your boss can have many benefits. If you have influence, your boss is far more likely to listen to your thoughts and ideas.
You may be given more latitude, more support, or more challenging assignments.