Getting things done within a matrix or a cross-functional team often depends on your ability to influence others. Discover the most effective influencing tactics and how to apply them.

1. Influencing In a Team: How to Get a
Roomful of Leaders to Get Things
Done
Presented by: Rick Lepsinger, President

2. 2
Objectives
 Learn four influence behaviors effective leaders use to
build commitment among people who have competing
priorities or conflicting goals
 Learn the role gender plays in determining influence
style and approach

3. 3
Objectives
 Understand which influence behaviors are most
effective when working across cultures
 Understand how to build the foundation to
effectively use influence to gain buy-in to your
ideas and proposals

4. 4
What is Influencing?
Getting people to change their behavior, opinion,
attitude or accept your point of view in a way that
meets their needs and without coercion or a feeling
of being directed.

5. 5
Cross Cultural Study
Twelve Countries Were Involved in the Study
• China
• France
• Hong Kong
• India
• Japan
• Mexico
• The Netherlands
• New Zealand
• Taiwan
• Thailand
• Turkey
• United States

6. Reasoning
• Using logical arguments and
factual evidence
• Most frequently used and seen as
most effective across 12 cultures
• Used to the same extent by men
and women
Kennedy, Ping Fu, and Yukl. Influence Tactics Across Cultures. Advances in Global Leadership 2003 vol. 3, pgs. 127-147 Lepsinger and
Forgie. Using Influence to Gain Commitment: Are Male and Female Leaders That Different. 2010 unpublished study
Most Effective Influence Tactics
6
Most Effective Influence Tactics

7. Reasoning
• Explaining why a requested task
is necessary
• Explaining why a proposed
change or project will be cost
effective
• Providing evidence that a
proposed activity will be
successful
7
Behavior Examples

8. Is most effective when…
• Goals or task objectives are
aligned
• You are recognized as a
credible resource (i.e., track
record of success, considered
an expert)
8
Reasoning

9. Inspiring
• Appealing to a person’s values and
ideals
• Did not make the top 5 across
cultures
• Used significantly more by women
9
Most Effective Influence Tactics

10. Inspiring
• Describing a clear, inspiring
vision
• Making an inspiring presentation
to arouse enthusiasm for a
proposed activity or change
10
Behavior Examples

11. Is most effective when…
• You know the person’s values and what motivates them
• You have a positive personal relationship and high levels
of trust
11
Inspiring

12. Consulting
• Collecting the person’s input and
suggestions
• Seen as effective across 12 cultures
(top 5)
• Used significantly more by women
12
Most Effective Influence Tactics

13. Consulting
• Asking for ideas to improve a
preliminary plan or proposal
• Encouraging the person to
express any concerns about a
proposed change or new
initiative
13
Behavior Examples

14. Is most effective when…
• The person has information you do
not
• The person’s cooperation is needed
for implementation
• You are willing and have the
authority to make changes
14
Consulting

15. Collaborating
• Reducing the difficulty of complying by offering to provide
relevant resources or assistance
15
Most Effective Influence Tactics
• Seen as effective across 12 cultures
(top 5)
• Used to the same extent by men and
women

16. Collaborating
• Offering to help a person do the task
• Offering to provide resources needed to do the task
16
Behavior Examples

17. Is most effective when…
• You can provide additional resources to help the person
• You can reduce the difficulty or cost of complying without
creating a new problem
17
Collaborating

18. Two influence behaviors are used
to the same extent by both men
and women
 Reasoning
 Collaborating
18
Similarities Between Men and Women

19. Men and women recognize that
Inspiring is generally less
effective with bosses than it is
with colleagues and direct
reports
19
Differences - Inspiring

20. Women, however, better
leverage this tactic with
their colleagues and direct
reports, and men may not
be taking full advantage of
this tactic
20
Difference - Inspiring

21. Both men and women often
rely on Consulting when
influencing colleagues; however,
men may be missing
opportunities to use this tactic
with their direct reports
21
Differences - Consulting

22. While women use Consulting
effectively with direct reports, they
may be at risk of overusing this tactic
with their bosses
22
Differences - Consulting

23. • Lay the foundation for the effective use of the tactics
well in advance
 Demonstrate your credibility and track record
 Identify shared goals or common ground
 Build positive work relationships and trust
 Get to know the needs and values of the people you
depend on to get things done
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Tips for Effectively Influencing

24. • Influence people from their point of view, not your
own
• Do not overly rely on Reasoning
• Translate “facts” and “features” into benefits
• Increase the use of paraphrasing, empathizing and
questions
24
Tips for Effectively Influencing

25. Thank you!
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