Why should this person want to talk to me? Why should this person want to follow me? What does he want, what doesn’t he want – how can I use that? How can I find out more about this person? What other choices do I have? Walking in other people’s shoes is not about being nice to other people, or even agreeing with them. It is about understanding them. Develop commitment: The commitment mind-set is central to the world of influence, not control. The control mind-set likes hierarchy: power comes from position. This makes it very limiting: the control mind-set does not reach beyond the barriers
of the hierarchy to make things happen outside a limited range of control. Start with the end in mind: Influential people work out the desired goal and then work back from there. If we start from where we are, we may decide that our goal is not achievable. If we start at the end, the only question we should ask is “how do we get there?” not “can we get there?”
LEARN HOW TO PERSUADE AND INFLUENCE
I never found a recipe that allows you to create a magic potion of persuasion and influence. Instead, you have to learn a range of skills. My advice is to
try one skill at a time. Each skill will make you a better influencer and a better persuader. Learn all of them, and you will acquire a sort of aura, which will induce people to follow you. This paper is the help you need to start experimenting with. Each skill is the product of constant trial and error. The failures are important too, including other people failures- avoid the many pitfalls others fell into! I don’t know exactly what your dream is in life as a project manager but if you want to make an impact, you will have to become a person capable of influencing others. If you become a person of influence, then maybe someday when other people recall names of those who made a difference in their lives, you just might be on the list.
PSE MAGAZINE • 15