How to Influence Others Without Positional Power

American Society of Civil Engineers (ASCE)

14 Feb 202007:30

Summary

TLDRIn 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.

Outlines

00:00

📺 Introduction and Guest Introduction

Casey Dingess, Senior Managing Director for the American Society of Civil Engineers, introduces a discussion on influencing without positional power. Casey welcomes guest Carol Martov, Vice President and Director of Training at Urban Engineers. The importance of influencing without relying on positional authority is emphasized, defining positional authority as the hierarchical structure within a company.

05:00

📚 Strategies for Influencing Without Positional Power

Carol Martov explains strategies for influencing others without positional power, particularly for young engineers. She introduces the acronym 'CAKE UP,' where 'K' stands for knowledge, 'C' for commitment and consistency, 'U' for understanding, and 'P' for priming. These strategies involve knowing the people you are trying to influence, being sincere, aligning requests with past behaviors, understanding the perspectives of others, and setting a positive stage before making requests.

🧑‍💼 Applying Influence to Transition into Management

Carol discusses how mastering these influencing skills can aid engineers in successfully transitioning into managerial roles. She highlights that being a good project manager requires both strong people skills and process management. Understanding and effectively influencing people are crucial for creating a positive work environment and achieving success.

🤝 Creating Positive Work Environments

Carol elaborates on how these influencing strategies can contribute to positive work environments. She emphasizes the importance of trust, which is foundational for influence. Genuine care and understanding of colleagues' perspectives foster a positive atmosphere, making reliance on positional power less necessary.

🏢 Current Trends in Positional Power Usage

The discussion shifts to the current state of positional power in companies. Carol observes that while there is still reliance on positional power, progress has been made towards less hierarchical structures. Successful leaders today are more aware of the limitations of positional authority and focus on building trust and influence.

📊 Appropriate Use of Positional Authority

Carol acknowledges that there are times when positional authority is necessary, particularly in emergencies where clear directives are crucial. However, in day-to-day operations, using other methods of influence is more effective. Good leaders share successes with their teams and take responsibility for failures, fostering a supportive work environment.

👋 Conclusion and Additional Resources

Casey thanks Carol for the insightful discussion on influencing without positional power. The session concludes with a reminder to visit the ASCE website for more information on their interchange program, encouraging viewers to tune in next time.

Mindmap

Keywords

💡Positional Authority

Positional Authority refers to the power and authority one holds within an organizational hierarchy due to their position or title. It is the traditional form of power that comes with a higher rank or role within a company. In the video's context, it is contrasted with the concept of influencing others without relying on this hierarchical power. The script mentions that positional authority is about the hierarchy within a company, and it's not the focus of the strategies discussed for successful influence.

💡Influence

Influence, in the context of the video, is the ability to affect or shape the decisions, actions, or opinions of others without the use of one's positional authority. It is a crucial skill for those looking to have a successful career, particularly in a team-oriented business environment. The video emphasizes the importance of influencing others through genuine connection and understanding, rather than through hierarchical power.

💡Knowledge

Knowledge, as mentioned in the acronym 'CAKE', is the first step in the process of influencing others. It involves understanding as much as possible about the person or group one is trying to influence. In the video, Carol Martov emphasizes the importance of being sincere in this process, drawing a parallel to Dale Carnegie's principles from 'How to Win Friends and Influence People'. Knowledge is key to tailoring one's approach to influence effectively.

💡Commitment and Consistency

Commitment and Consistency are part of the 'CAKE' acronym and refer to aligning requests or proposals with the past behavior or values of the person or group being influenced. The script provides an example where Carol wanted her company to support a regional assembly, leveraging their previous support for a section to make a case for a larger commitment. This approach helps in building trust and credibility.

💡Understanding

Understanding, represented by the letter 'U' in 'CAKE', involves seeing the situation from the perspective of the other person or group. It is about empathizing with their needs and concerns. In the script, Carol gives an example of requesting a budget by aligning her request with the company's interest in making money, showing how understanding can be leveraged to gain support for one's ideas.

💡Priming

Priming, the 'P' in 'CAKE', is about setting the stage to create a positive environment before making a request or proposal. It can involve timing or the context in which a request is made. Carol suggests scheduling a job interview after lunch when people are rejuvenated, implying that timing and context can significantly impact the outcome of an influence attempt.

💡Project Manager

A Project Manager is a role that requires excellent people skills and the ability to manage tasks and processes effectively. In the video, the transition into a managerial role is discussed as a critical career milestone where the skills of influencing without positional authority become particularly important. The script highlights that being a good project manager involves understanding and working with people to achieve goals.

💡Trust

Trust is identified as a foundational element for creating a positive work environment and for effective influence. The video suggests that trust is essential for influence and that it is undermined by the frequent use of positional power. Carol Martov argues that leaders who foster trust can create a more empowering and positive work atmosphere.

💡Leadership

Leadership, in the context of the video, is not about wielding positional power but about creating an environment of trust and empowerment. The script discusses how true leaders minimize the use of positional authority, instead focusing on building relationships and understanding their team's needs and motivations.

💡Emergency

An emergency is a situation where the use of positional authority is deemed appropriate and necessary. The script suggests that in times of crisis, it is crucial for team members to know who is in charge and what actions need to be taken. However, it is also noted that such instances are rare and that day-to-day business should rely more on influence than authority.

💡Public Acknowledgment

Public Acknowledgment refers to the practice of recognizing a team's success publicly while taking responsibility for failures privately. In the video, Carol Martov advises that leaders should praise their team's achievements in public and protect them by owning up to mistakes. This approach fosters a sense of security and motivation among team members.

Highlights

Positional Authority is defined by the hierarchy within a company.

Influencing without positional power is crucial for a successful career in a team-oriented business environment.

The acronym 'CAKE' is introduced as a strategy for influencing without positional power.

Knowledge (K in CAKE) involves understanding the person or group you aim to influence.

Sincerity is essential when trying to influence others.

Commitment and consistency (C in CAKE) means aligning requests with others' past behaviors.

Understanding (A in CAKE) is about seeing the situation from the other person's perspective.

Priming (P in CAKE) is setting the stage right before making a request.

Good project management involves being good with people and managing tasks.

Influencing tactics help in understanding people and managing a team.

A positive work environment fosters trust, which is essential for influence.

Positional power should not be the primary tool for creating a positive work atmosphere.

Leaders who are aware of the issue of positional power are more successful.

Positional power is most appropriate during emergencies.

Leaders should spread the glory when things go well and take responsibility when they don't.

The discussion emphasizes the importance of trust and positive influence in leadership.