How to Influence Others Without Positional Power

Summary

In this insightful discussion, Casey Dingess, Senior Managing Director for the American Society of Civil Engineers, and Carol Martov, Vice President and Director of Training at Urban Engineers, explore the importance of influencing others without relying on positional power. They delve into strategies such as knowledge, commitment, consistency, understanding, priming, and the role of trust in creating a positive work environment. The conversation highlights the shift from traditional hierarchical structures to more collaborative approaches, emphasizing that true leaders should minimize positional power to foster trust and empower their teams.

Takeaways

• 📚 Positional Authority refers to the hierarchy within a company, where higher roles have authority over lower ones.
• 🔑 Influencing without positional power is crucial for a successful career, especially for young engineers.
• 🤝 The acronym 'CAKE' is introduced as a strategy for influencing: Knowledge, Commitment, Understanding, and Priming.
• 🧐 Knowledge in 'CAKE' means understanding the person or group you wish to influence, and sincerity is key.
• 🔗 Commitment and consistency involve aligning requests with the person's past behavior for credibility.
• 🤔 Understanding means seeing the situation from the other person's perspective, which can influence decisions positively.
• 🎭 Priming is about setting the stage for a positive outcome, like scheduling an interview at a time when both parties are refreshed.
• 👥 Transitioning into a manager role requires good people skills and process management, which can be enhanced by these influencing strategies.
• 💼 A positive work environment built on trust is more conducive to success than one relying on positional power.
• 🚨 Positional power should be used sparingly and is most appropriate during emergencies when clear direction is needed.
• 🏆 Successful leaders foster an atmosphere of trust and empowerment, rather than relying on positional power to command staff.

Q & A

What is the main topic of the discussion in the video?

The main topic of the discussion is influencing others without relying on positional power, particularly in a business environment.

Who is the host of the video and what is their role?

The host of the video is Casey Dingess, who is a Senior Managing Director for the American Society of Civil Engineers.

What is positional authority according to the video?

Positional authority refers to the hierarchy within a company, where a person's role or position determines their authority over others.

What is the acronym 'CAKE' used to represent in the context of the video?

In the video, 'CAKE' stands for Knowledge, Commitment, Understanding, and Priming, which are strategies for influencing others without positional power.

Why is sincerity important when trying to influence others according to Carol Martov?

Sincerity is important because if you're not genuine, you cannot effectively influence others, as emphasized by Dale Carnegie's principles in his book 'How to Win Friends and Influence People'.

Can you provide an example of how Carol used commitment and consistency to influence her company?

Carol wanted her company to support the regional assembly and used the company's existing support for the Philip via section as a basis for her request, showing consistency with past behaviors.

What does 'U' in CAKE stand for and how is it exemplified in the video?

'U' in CAKE stands for Understanding, which is demonstrated by Carol when she had to request a budget for a program, focusing on how it would benefit the company's bottom line.

What is 'P' in CAKE and how does it relate to setting the stage for a positive outcome?

'P' in CAKE stands for Priming, which involves setting the stage right before an interaction to increase the chances of a positive outcome, such as scheduling a job interview after lunch when people are rejuvenated.

How do the strategies mentioned in the video help engineers transition into a managerial role?

These strategies help engineers understand people better, manage tasks and processes effectively, and build trust, which are crucial skills for a successful project manager.

Why is it beneficial to create a positive work environment according to Carol?

A positive work environment fosters trust, which is essential for influence. Genuinely getting to know and caring about colleagues creates a positive atmosphere that enhances teamwork and productivity.

How does the use of positional power affect the work environment and team empowerment?

Overuse of positional power can create a negative work atmosphere and disempower team members. It's better to use other methods of influence to create a positive and empowering environment.

When is it appropriate to use positional authority according to the video?

It is most appropriate to use positional authority in times of emergency when quick decisions and clear leadership are necessary.

What should a leader do when things go well or wrong in a project?

A leader should publicly acknowledge the team's success when things go well and take responsibility for any errors, protecting the team and demonstrating accountability.