Allan Cohen Influence Without Authority Slides

Lessons from‘Influence Without

Authority’

ALLAN COHEN

Influence without Authority

Allan R. CohenDistinguished Professor of Global LeadershipBabson College

© 2017 A. Cohen

© 2017 A. Cohen and D. Bradford

The Challenge

Gaining Collaboration – Partnership – With People or Groups You Can’t Effectively Control


The Secret of the Universe in Six Words

Everyone ExpectsTo Be Paid Back!


Reciprocity

• Exchange goods and services (currencies)

• Make exchanges that create “win-win” results


An Inherent Capacity

• So easy even a child can do it


“But Dylan, maybe there’s the Arctic Express in it.”

3 Year old Emmie to her Twin Brother, wanting him to watch the Arctic animal video:


At 4 ½, Dylan’s Leap into INQUIRY

• “Emmie, when you play dolls, what do you DO?”


Cohen-Bradford Influence Model

Clarify your goals and priorities

Identify relevant currencies, theirs, yours

Dealing with relationships

Diagnose the world of the other person

Influence through give and take

Assume all are potential allies

The Cohen-Bradford IWA Model



Contextual Forces That Shape Behavior Along With Personality

Peer Expectations

Organization’sCulture

Unit culture

Education

History of career: • In organization• Outside organization• Many or few different positions?• High potential, contented, dead-ended?

Nature of RequiredTasks: • Repetitive, variety, creative? • Initiates or is initiated on?• High external interaction? • High interaction within unit?

Boss’s expectations

How Person is Measured, Rewarded

Major Events/ForcesOutside the

Organization


Types Of Currencies

• Inspiration-related

• Task-related

• Position-related

• Relationship-related

• Personal-related


Inspiration-Related Currencies

• Vision

• Excellence

• Mentoring/Teaching

• Moral/ethical correctness


Task-Related Currencies

• New Resources

• Challenge/learning

• Assistance

• Organizational Support

• Rapid Response

• Information


Position-Related Currencies

• Recognition

• Visibility

• Reputation

• Insiderness/importance

• Contacts


Relationship-Related Currencies

• Understanding

• Inclusion/personal connection

• Personal support© 2017 A. Cohen and D. Bradford


Personal-Related Currencies

• Gratitude

• Ownership/involvement

• Comfort

• Predictability

• Self-concept© 2017 A. Cohen and D. Bradford

Clarify your goals and priorities

Identify relevant currencies, theirs, yours

Dealing with relationships

Diagnose the world of the other person

Influence through give and take

Assume all are potential allies

The Cohen-Bradford IWA Model



Examples Overcoming Resistance

• Vishwas converts a peer who seems to be undermining him• Larkin Mehta deals with an older colleague who calls her “kiddo” and discounts

her knowledge; builds full partnership role• Mike Garcia, HQ Marketing, Gains Cooperation of Suspicious, Resistant Latin

American Country Managers• Sarah works to overcome the challenges of constant international virtual team

meetings– Monitoring dynamics, intervening, encouraging– Diagnosing, using individual currencies– Many individual calls– Smiling, even when on the phone– Creative video use

How to Read Others’ Currencies

Start: Tune in, don’t argue back

Diagnose the forces acting on them, their “world”

Listen closely to their language-What they say is important to them-Speeches, presentations, written messages-Their metaphors and images

Observe their offices, artifacts, dress

Ask© 2017 A. Cohen and D. Bradford


Takeaways

• In many parts of world, (and when virtual) relationship first, task second.• Those with most relationships tend to have most influence.• Give in valued currencies whenever you can before you know what or

whether you will want anything back!• Your job not to make other want what you want, but to give what they

want. (Platinum, not Golden Rule)• Don’t give away your potential power. What do you have or can get that

other wants?• Get to joint problem solving as a PARTNER.


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