Influence Without Authority | Episode 376

About this Video

• Video Title: Influence Without Authority | Episode 376
• Channel: CorneliusFichtner
• Speakers: Cornelius Fichtner, Christine Hayes
• Duration: 00:30:25

Introduction

This podcast episode discusses a five-step model for project managers to influence and lead without formal authority. The model, developed ten years prior to the recording, is presented and its application within project management is explored. The speakers analyze each step of the model, providing insights and real-world examples.

Key Takeaways

• A Five-Step Model for Influence: The core of the discussion is a cyclical five-step model: Prepare, Ask, Trust, Follow-up, and Give Back. Each step is detailed with practical advice and real-world examples.
• Importance of Preparation: Thorough preparation, including self-care, network building (including identifying change resistors), and understanding organizational decision-making processes, is crucial for successful influence. Network mapping is highlighted as a valuable tool.
• Strategic Asking: The "Ask" phase emphasizes tailoring requests to individual recipients, providing context, and collaboratively designing solutions. The analogy to sales techniques is used to illustrate effective asking strategies.
• Two Types of Trust: The episode differentiates between cognitive trust (based on past performance) and affective trust (based on relationships), emphasizing the importance of both in achieving project goals.
• Effective Follow-up: Follow-up is framed as a tool for accountability, not micromanagement, and strategies for adapting the approach based on individual work styles and project priorities are discussed. Identifying and addressing vital behaviors is highlighted as a key aspect of follow-up.
• Giving Back: The final stage, "Give Back," highlights the importance of recognizing contributions and using appropriate rewards, contrasting contingent (if-then) rewards with more effective non-contingent rewards. The spontaneous nature of "giving back" is emphasized as part of the ongoing exchange.
• The Model's Adaptability: The speakers emphasize the model's adaptability and its application in various situations and across different phases concurrently.