Those of us running complex programs and projects are continually using influence and power in a variety of ways to “get the work done”.  That is one of the reasons we discuss power and influence in many of our SAPM courses and have an entire course on Managing Without Authority (MWA).  The Playmaker’s Standard provides a different take on mapping those factors one needs to influence that can have wide range of application in large programs that cover multiple business units and silos.  They provide visual tools for mapping your influence strategy. Their table of influence strategies includes three broad categories of assess, condition, and engage with useful graphics for visual thinking about influence strategies.  Examples of influence strategies include several for Boeing-Airbus for different time periods.

Application – use Playmaker’s influence strategies to address complex stakeholder management issues in a way that all can see who is impacting whom

Application – share the stakeholder map with ALL parties, including those you want and need to influence.  This openness will enhance the sense of trust and agreement among all parties.  Otherwise, a sense of manipulation may inadvertently be created.

One of our most popular course in the SAPM program at Stanford is Managing Without Authority.  Students tells us this is the world they inhabit no matter how high they are in the organization.  At Stanford this March, I was reminded of three useful takes on power and influence provide tools and insights for inlfuencing teams, direct reports, stakeholders, and the larger world.  Each provides a different framework for addressing how to influence those you need to.

• Robert Cialdini – Influence
• Edward Bernays – Father of Spin

Robert Cialdini on Influence

Cialdini provides a variety of best-seller books and workshops; see his web site for details. For example,  six tools he discusses for influence include:

• Reciprocation – People tend to return a favor.
  
• Commitment and Consistency – If people commit, orally or in writing, to an idea or goal, they are more likely to honor that commitment.
• Social Proof – People will do things that they see other people are doing.
• Authority – People will tend to obey authority figures, even if they are asked to perform objectionable acts.
• Liking – People are easily persuaded by other people that they like.
• Scarcity – Perceived scarcity will generate demand.

Edward Bernays – Father of Spin

The Museum of Public Relations provides an excellent interactive overview of Bernays life. There are YouTube videos of some of his more insidious campaigns that are quite upsetting for those of us that love democracy.  Beranys learned and refined how to influence the puublic or target groups using campaigns, ti-ins, influentials, and yes, propaganda.  He and what he is did is worth your study and thoughful use of. BBC Four produced a series of  The Century of the Self that looked the rise of the all-consuming self against the backdrop of the Freud dynasty. The Episode on the Engineering of Consent