Linking and building to successfully influence others
In today’s business world of cross-functional initiatives, matrix structures and virtual teams, the ability to influence others is becoming even more essential if you want to succeed. And no matter what your influencing style is, to effectively influence somebody you need to connect with them. If you’re trying to influence somebody it means that you have differing opinions and ideas. One of the simplest ways to influence somebody is by „linking and building“: Find and focus on the agreement … and then build on this. Most people are open to sharing and discussing their opinions and ideas – and most of us are aware that our ideas are not the only ones valid. What we want is to be taken seriously and feel listened to. This is where “linking” comes in – if you link your ideas to their ideas it clearly shows you have listened to and understood their thoughts and feelings. And when you build on somebody’s ideas it means you are validating their contributions. This builds rapport and relationships WHICH then makes the process of influencing so much easier...
5 things to keep in mind
1. Is the link already there?
Do you just need to draw their attention to it? Or will you need to build the link step by step? If so you need to find some common ground – this could be a shared goal, a previous experience or perhaps the two of you are seeing the same current challenges? Open questions like “Where do you think we need to go?” or “What are your thoughts?” work well here …
2. When you find your “link”, be explicit about what you like / share about their views, opinion, drives etc.
For example. “It’s clear to me that we both want to make sure any changes we make don’t cost people more time” or “What I really like about your approach is that you’re considering the end-user first. I feel the same way”
3. Focus on positives and use positive language.
Most people are very rarely completely wrong, just as you are very rarely completely right. Understanding this means that it is always possible to approach something by looking for the “right” ideas e.g. “What I like about your suggestion is …” thereby creating a positive spiral and rapport – as opposed to focusing on what you don’t like e.g. “ I can’t imagine this working” thereby creating a downwards negative spiral (source – George Prince – The Practice of Creativity).
4. There are going to be differences.
If there weren’t you wouldn’t be trying to influence each other! But make an effort to delay focusing on differences until some bridges have been built. When you turn to them, link back to the shared elements you’ve found and be explicit about your reasons. “It seems that we agree on the causes of the problem and we have different ideas about what needs doing. Why do you think this is?” Don’t assume the everything is obvious!
5. As you progress do continually clarify.
Use language like “So what you’re saying is …” and “Let me just check I’m understanding you … “. This shows your understanding of their views, ideas and thoughts AND actually ensures you do actually understand. Build your bridge on concrete foundations.
Linking and building is just one of many practical techniques from our influencing seminars that can help you successfully influence others. And it starts with getting all parties to face in the same direction. Please contact if you’d like to know more.
