08/31/2023

Move Beyond Communication, Persuasion and Manipulation to Influence Positively

One-way power no longer works as it once did

There is a Chinese saying: “To get the tiger’s cubs, you need to go into the tiger’s den.” The modern-day equivalent is: “To have a positive influence on others, you must put yourself at risk.” But today’s risk isn’t about the potential to lose life or limb. Instead, it includes acknowledging our vulnerabilities, making sacrifices, asking tougher questions — even when self-interest needs to be tempered so others would do likewise for the collective good.   

Traditionally, most leaders assumed hierarchy or logical persuasion would ensure their directives were carried out. But such unilateral orientation, where the initiator expects buy-in or that others subscribe to a certain point of view, doesn’t assure good outcomes — especially on the most difficult issues where stakeholders’ interests are diverse. Conversely, having a mutual and collective orientation involves looking to positively influence everyone to willingly move a project, the company and the community forward together. The latter acknowledges the diverse, conflictual society of our world today. One-way power just doesn’t cut it anymore.  

Positive influence also differs from manipulation. Manipulation is when one party influences other parties for the sole benefit of the influencing party, and it is often harmful to the parties being influenced. Examples of manipulation include political propaganda, blackmail, and sowing falsehoods to discredit and destabilize the prevailing order. In business, manipulation often occurs, too, such as spreading negative rumors about a competitor. The self-centered outcome cannot justify negative means. Intent — whether one is working for positive outcomes — benefiting self, others and the greater good — matters more than ever.   

Please select this link to read the complete article from CEOWORLD Magazine.