The Power to Influence Without Authority
Andy Kaufman, PMP, PMI-ACP
https://www.LinkedIn.com/in/buildleaders
Slide 2
Influence Situations
What are examples
of situations where
you need to use
influence?
What Is Influence?
“Influence means change…
creating change in some way. Change can be in an attitude; it can be in a perception; or a behavior. But in all instances, we can't lay claim to influence until we can demonstrate that we've changed someone.”
Slide 4
Source: Interview with Guy Kawasaki,
http://blog.guykawasaki.com/2006/04/book_review_inf.html#axzz1TWs1j7Hw
Influence or Manipulation?
How would you
differentiate
influence from
manipulation?
Slide 5
“Influence is what people do to help. If you're not
helping others, then you're not doing it right.”
Tim David
Author of TRUE InfluencePeopleAndProjectsPodcast.com/194
Project Managers and Power
• Leadership & management
are about getting things
done, which can involve
organizational politics
9Influence
9Negotiation
9Autonomy
9Power
“Top project managers are proactive and intentional when
it comes to power. These project managers will work to
acquire the power and authority they need within the boundaries of organizational
policies, protocols, and procedures rather than wait for
it to be granted.”
A Guide to the Project Management Body of Knowledge, (PMBOK® Guide) – Sixth Edition
“Like dancing a beautiful ballet in a minefield, if you ignore the landmines, or do nothing but complain about
them, you're likely lose a few toes.”
Dan Rust
Author of Workplace PokerPeopleAndProjectsPodcast.com/154
Who Do You Have to Influence?• Who (by name or
department) do you
need to “change”
(influence)?
• What are some desired
results for each?
• What makes it difficult to
influence them?
Slide 10
NeuroLeadership Institute
www.NeuroLeadership.com
SCARF Model
SCARF Model•Status
•Certainty
•Autonomy
•Relatedness
•Fairness
Forms of Power from PMBOK Guide
• Reward
• Coercive
• Positional
• Referent
• Expert
• Informational
• Relational
• Ingratiating
“UC Berkeley professor Jennifer Chatman, in an
unpublished study, sought to see if there was some point
beyond which flattery became ineffective.”
Jeffrey Pfeffer
Power: Why Some People Have ItPeopleAndProjectsPodcast.com/200
“As she told me, there might be a point at which flattery became ineffective, but she couldn’t find it in her data.”
Jeffrey Pfeffer
Power: Why Some People Have ItPeopleAndProjectsPodcast.com/200
Forms of Power from PMBOK Guide
• Reward
• Coercive
• Positional
• Referent
• Expert
• Informational
• Relational
• Ingratiating
“Hi! I’m Dr. Robert Cialdini,
persuasion & influence expert!”
Through extensive
research, identified
six weapons of
influence
• Reciprocation
• Commitment &
Consistency
• Social Proof
• Liking
• Authority
• Scarcity
“Hi! I’m Dr. Allan Cohen, author of
Influence
without
Authority!”
Cohen-Bradford Influence Model
How You Say It Matters• Words matter. People respond
to “free”, “now”, “I need your
help.” Use their name.
• Respectful transfer of emotion.
• Get them talking.
• Use pictures.
“The Cardinal Law of Persuasion is to never make
the other person feel stupid.”
Tim David
Author of TRUE InfluencePeopleAndProjectsPodcast.com/194
“There's no question about it, there is one critical emotion
you need to express in almost any human interaction:
Tim David
Author of TRUE InfluencePeopleAndProjectsPodcast.com/194
confidence.”
“People stop wanting to help when they feel any
hint of ingratitude.”
Tim David
Author of TRUE InfluencePeopleAndProjectsPodcast.com/194
Influence Scenario
Identify an influence
situation and explore how
you can apply one or more
of the techniques.
• Cialdini’s Weapons of Influence
9 Reciprocation
9 Commitment & Consistency
9 Social Proof
9 Liking
9 Authority
9 Scarcity
• PMBOK Guide9 Reward & Coercive
9 Referent & Positional
9 Expert & Informational
9 Relational & Ingratiating
• SCARF9 Status
9 Certainty
9 Autonomy
9 Relatedness
9 Fairness
• Tim David9 Words matter
9 Use pictures
9 Respectful transfer of
emotion
9 Get them talking
9 Don’t insult
9 Confidence
9 Gratitude
9 Give people a reputation to live up to
Influence Techniques
Taking Action• Watch for these techniques being
used
• Try a couple of them
• Let me know how it goes!
The Power to Influence Without Authority
Andy Kaufman, PMP, PMI-ACP
https://www.LinkedIn.com/in/buildleaders