Influence for Technical Professionals

Many technical professionals change from being individual contributor to a manager. Once that happens, a whole new set of skills is required for effectively working with your team. On my first major managerial assignment, I was thrust from being a new team member to leading the activities of twenty engineers and designers. We had just begun construction on a large infrastructure project and things went wrong immediately. I needed each person to do their best to overcome our challenges. I struggled to get people to come to meetings. Even more difficult was getting people to do their jobs.

Looking back, it has become clear that I struggled to influence others. This concept, eloquently explored by Robert Cialdini in his book Influence: The Psychology of Persuasion is essential for anyone looking to drive change, gain buy-in for ideas, and lead effectively.

Applying Cialdini’s Six Principles of Influence

Robert Cialdini outlines six key principles of influence: reciprocity, commitment and consistency, social proof, authority, liking, and scarcity. These principles can be strategically applied to a technical environment to foster collaboration and drive projects forward. For example, imagine you’re a software engineer proposing a new agile methodology to your team. Here’s how you can apply the principles of influence:

1. Reciprocity - People feel obliged to give back to others who have given to them. This can be as simple as sharing knowledge or offering help.
2. Commitment and Consistency - Once people commit to something, they are more likely to follow through. Getting colleagues to commit to small actions can lead to greater project engagement.
3. Social Proof - People tend to follow the lead of others, especially in uncertain situations. Demonstrating the success of your ideas through case studies or pilot projects can help garner support.
4. Authority - People are more likely to be influenced by those perceived as knowledgeable or authoritative. Establishing yourself as an expert in your field can significantly enhance your influence.
5. Liking - People are more easily persuaded by those they like. Building positive relationships with colleagues can make it easier to gain their support.
6. Scarcity - People value what is scarce. Highlighting the unique benefits or limited opportunities associated with your proposals can increase their perceived value.

By strategically applying these principles, you can enhance your ability to influence your team and successfully implement the new methodology.

Actionable Steps to Incorporate Influence Skills

1. Enhance Communication Skills - Effective communication is the cornerstone of influence. As a technical professional, it’s crucial to communicate complex ideas in a way that is clear and accessible to non-technical stakeholders.
2. Build and Leverage Networks - Building a strong professional network is critical for exerting influence. A well-connected individual has a broader range of resources, knowledge, and opportunities to sway opinions and drive change.
3. Develop Emotional Intelligence - Emotional intelligence (EI) is the ability to understand and manage your own emotions and those of others. High EI can enhance influence by improving your interpersonal relationships and communication skills.

Conclusion

Influence is an invaluable skill for technical professionals. By understanding and applying Cialdini’s principles of influence, enhancing your communication skills, and building a robust professional network, you can significantly increase your ability to drive change and achieve your goals.

So, take the initiative to develop your influence skills. Start small, be consistent, and watch as you transform your ability to lead and inspire others in your technical career. By mastering the art of influence, you not only enhance your success but also contribute to the success of your team and organization.

References

• Cialdini, R. B. (2006). Influence: The Psychology of Persuasion. Harper Business.