Influence and Persuasion | Leadership

Leading without formal authority and getting things done through others.

The Nature of Influence

Influence is leadership without authority. In today's organizations, you must lead people who don't report to you.

Authority	Influence
Based on position	Based on relationships
Commands compliance	Inspires commitment
Works short-term	Works long-term
Limited scope	Unlimited scope

Building Influence

The Currency Model

Influence works through exchange: "currencies" you trade.

Currency Type	Examples
Inspiration	Vision, meaning, purpose
Task	Resources, assistance, support
Position	Recognition, visibility, connections
Relationship	Understanding, acceptance, friendship
Personal	Gratitude, ownership, self-worth

Key insight: Give what they value, not what you value.

Building Influence Capital

Action	Currency Gained
Deliver results	Credibility
Help others succeed	Goodwill
Share information	Access
Make introductions	Network value
Show appreciation	Relationship
Keep confidences	Trust

The Influence Formula

Influence = Credibility + Relationships + Track Record

Credibility

Components of Credibility

Component	How to Build
Expertise	Know your stuff, stay current
Track record	Deliver results consistently
Integrity	Keep commitments, tell truth
Objectivity	Fair, not self-serving
Reputation	What others say about you

Building Expert Credibility

Action	Impact
Develop deep expertise	Become go-to person
Share knowledge generously	Build reputation
Stay current	Remain relevant
Publish/present	Demonstrate expertise
Admit limits	Shows honesty

Credibility Mistakes

Mistake	Impact
Overpromising	Disappointment erodes trust
Self-promotion	Looks desperate
Taking credit for others' work	Destroys goodwill
Breaking confidences	Never trusted again
Faking expertise	Quickly exposed

Relationship Building

Strategic Networking

Type	Purpose
Operational	Get current work done
Personal	Support, friendship, wellbeing
Strategic	Future opportunities, influence

Most people overweight operational, underweight strategic.

Relationship Investments

Investment	Return
Regular contact	Stay connected
Genuine interest	Deeper relationship
Help without asking return	Goodwill
Remember important things	Shows you care
Introduce to others	Network value

Navigating Politics

Reality	Approach
Politics exist	Accept it
Some play dirty	Take the high road
Relationships matter	Build them
Visibility matters	Do good work and be seen
Allies help	Build your coalition

Key Stakeholders

Stakeholder	Focus
Your boss	Understand priorities, deliver value
Peers	Collaborate, don't compete
Your team	Develop and support
Key influencers	Build relationships
Decision-makers	Understand their perspective

Persuasion Techniques

Cialdini's Principles

Principle	Application
Reciprocity	Give first
Commitment	Start with small agreements
Social proof	Show others doing it
Authority	Leverage expertise
Liking	Build genuine connection
Scarcity	Highlight unique value

Framing

How you present information matters as much as what you present.

Frame	Effect
Gain vs. loss	Loss is more motivating
Their priorities	Connect to what they care about
Numbers vs. stories	Both matter, use appropriately
Problem vs. solution	Lead with solution

Stakeholder Analysis

Before trying to influence:

Question	Why It Matters
What do they care about?	Speak to their priorities
What pressures do they face?	Understand their context
What would help them?	Align your ask
Who influences them?	Work the network
What concerns might they have?	Address objections

Making Your Case

Element	Purpose
Start with shared ground	Build rapport
Connect to their priorities	Show relevance
Present your idea	Clear, compelling
Provide evidence	Build credibility
Address concerns	Handle objections
Make the ask	Be specific

Influence Across the Organization

Influencing Up

Challenge	Approach
Limited access	Make every interaction count
Different perspective	Understand their view
Power differential	Bring value, not problems
Time constraints	Be concise

Key: Understand what your boss's boss cares about.

Influencing Peers

Challenge	Approach
Competing priorities	Find mutual benefit
No formal authority	Build relationship
Busy schedules	Respect their time
Different goals	Align on shared outcomes

Key: Give before asking; build relationship over time.

Influencing Down (Beyond Authority)

Challenge	Approach
They have to comply anyway	Earn genuine commitment
They may not share vision	Connect to their motivation
They may disagree	Listen, explain, decide

Key: Authority gets compliance; influence gets commitment.

Cross-Functional Influence

Challenge	Approach
Different priorities	Find common ground
Different languages	Learn their vocabulary
Different culture	Adapt your style
No shared boss	Build direct relationship

Difficult Influence Situations

When They Disagree

Approach	How
Seek to understand	Ask about their concerns
Find common ground	What do you agree on?
Present evidence	Facts, not opinions
Involve third parties	Who do they trust?
Find alternatives	Different path to goal

When You're Blocked

Strategy	When to Use
Go around	They're unreasonable
Wait	Timing is wrong
Escalate	Legitimate last resort
Compromise	Partial win is okay
Let go	Not worth the capital

When You Have Limited Power

Resource	How to Use
Expertise	Be valuable
Information	Share generously
Relationships	Leverage network
Effort	Outwork others
Creativity	Find alternatives

Developing Influence Skills

Self-Assessment

Question	Insight
Who comes to me for advice?	Where I have credibility
Who do I have trouble influencing?	Where to develop
What do I offer?	My currencies
What do I need from others?	What to request

Development Actions

Action	Outcome
Map your network	Identify gaps
Build relationships intentionally	Expand reach
Deliver consistently	Build credibility
Help others generously	Create goodwill
Practice persuasion	Develop skill

Key Takeaways

Influence is leadership - Authority is just one source of power
Credibility is foundational - Earn it through expertise and integrity
Relationships are currency - Invest in them constantly
Give before you ask - Build the bank account
Understand their perspective - Speak to what they care about
Politics are real - Navigate, don't ignore
It takes time - Influence is built over years