Great Leaders Use Influence and Persuasion, Not Power

by Ray B Williams

How can one person get someone to do something with ease, while it's an uphill battle for someone else? The answer is being able to use influence and being persuasive, without the use of power or control.

Our organizations and management styles are quickly evolving to accommodate our changing world and workforce. Gone are the days of the command and control management style and autocratic decision makers. Most best practice organizations use team approaches, and empower workers to think and perform independently. Effective communication is become more important that ever, especially as workers are being encouraged to ask questions of "why?"

Technology makes information more widely available and delivered more quickly than ever before forcing us to move quickly on new decisions. The more adept leaders are at the art and science of using influence and persuasion, the more likely the goals of the organization will be successfully met with less frustration and resistance.

Contrary to popular belief, persuasion is not a bad thing. Persuasion is not the same as manipulation. The difference is the intent behind the action. While persuasion can be used as a tool to manipulate, ill intent and self-serving motives are the hallmark of manipulation.
A number of psychologists, brain researchers, self-help gurus and sales training experts have added a considerable body of knowledge in recent years regarding how leaders, or anyone for that matter can be more persuasive.

Kevin Hogan, widely acknowledged as one of the foremost researchers and trainers in the area of persuasion, argues in his books, such as The Science of Influence, The Psychology of Persuasion and Covert Persuasion, focus considerably on NLP principles of mastering rapport and using non-verbal communication to first connect more powerfully with people and then influence them to help you achieve mutually beneficials.

Robert Cialdini, who wrote the book, Influence, and co-authored Yes! 50 Scientifically Proven Way to Be Persuasive, tapped into extensive brain research to illustrate effective strategies and techniques, many of which are counter intuitive, that can be used to become more persuasive in dealing with people. They argue that leaders, to be more effective need to activate reciprocity with people by being positive, doing good deeds, sharing information openly, and helping others and focusing on others' positive attributes, rather than finding their weaknesses.

Allan R. Cohen and David L. Bradford, authors of Influence Without Authority, explain how to coax cooperation from people who control resources, information and support you need to succeed.

The use of influence and persuasion is a wonderful tool for moving organizations and people forward, inspiring others to reach beyond their current borders and by creating motivated teams. The best leaders have a firm grasp on how to help people develop trust and ownership through the use of influence and persuasion.

What's clear is that no matter what your organizational position or what kinds of clients and customers you have, part of your success depends on being able to influence and persuade people over whom you have no official or assigned control in addition to those that you do.

About Ray B Williams
Ray B Williams is Co-Founder of Success IQ University a company based in Phoenix, Arizona providing the most innovative products and services to help professionals, entrepreneurs and business owners be more successful in life and work.
Ray is also President of Ray B Williams Associates, a company based in Vancouver B.C., providing executive coaching services.
Ray has been an executive, management consultant and coach for over thirty years, working with leaders throughout the world. He is also a Certified Hypnotherapist and Master NLP Coach. Ray has written a number of books on leadership and writes a regular column for the National Post, Canada's leading newspaper.
Ray is in demand as a speaker, coach, consultant and author throughout North America.
http://www.successiqu.com/http://www.raybwilliamsassociates.com/;
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