Lessons from‘Influence Without
Authority’
ALLAN COHEN
Influence without Authority
Allan R. CohenDistinguished Professor of Global LeadershipBabson College
© 2017 A. Cohen
© 2017 A. Cohen and D. Bradford
The Challenge
Gaining Collaboration – Partnership – With People or Groups You Can’t Effectively Control
© 2017 A. Cohen and D. Bradford
The Secret of the Universe in Six Words
Everyone ExpectsTo Be Paid Back!
© 2017 A. Cohen and D. Bradford
Reciprocity
• Exchange goods and services (currencies)
• Make exchanges that create “win-win” results
© 2017 A. Cohen and D. Bradford
An Inherent Capacity
• So easy even a child can do it
© 2017 A. Cohen and D. Bradford
“But Dylan, maybe there’s the Arctic Express in it.”
3 Year old Emmie to her Twin Brother, wanting him to watch the Arctic animal video:
© 2017 A. Cohen and D. Bradford
At 4 ½, Dylan’s Leap into INQUIRY
• “Emmie, when you play dolls, what do you DO?”
© 2017 A. Cohen and D. Bradford
Cohen-Bradford Influence Model
Clarify your goals and priorities
Identify relevant currencies, theirs, yours
Dealing with relationships
Diagnose the world of the other person
Influence through give and take
Assume all are potential allies
The Cohen-Bradford IWA Model
© 2017 A. Cohen and D. Bradford
© 2017 A. Cohen and D. Bradford
Contextual Forces That Shape Behavior Along With Personality
Peer Expectations
Organization’sCulture
Unit culture
Education
History of career: • In organization• Outside organization• Many or few different positions?• High potential, contented, dead-ended?
Nature of RequiredTasks: • Repetitive, variety, creative? • Initiates or is initiated on?• High external interaction? • High interaction within unit?
Boss’s expectations
How Person is Measured, Rewarded
Major Events/ForcesOutside the
Organization
© 2017 A. Cohen and D. Bradford
Types Of Currencies
• Inspiration-related
• Task-related
• Position-related
• Relationship-related
• Personal-related
© 2017 A. Cohen and D. Bradford
Inspiration-Related Currencies
• Vision
• Excellence
• Mentoring/Teaching
• Moral/ethical correctness
© 2017 A. Cohen and D. Bradford
Task-Related Currencies
• New Resources
• Challenge/learning
• Assistance
• Organizational Support
• Rapid Response
• Information
© 2017 A. Cohen and D. Bradford
Position-Related Currencies
• Recognition
• Visibility
• Reputation
• Insiderness/importance
• Contacts
© 2017 A. Cohen and D. Bradford
Relationship-Related Currencies
• Understanding
• Inclusion/personal connection
• Personal support© 2017 A. Cohen and D. Bradford
© 2017 A. Cohen and D. Bradford
Personal-Related Currencies
• Gratitude
• Ownership/involvement
• Comfort
• Predictability
• Self-concept© 2017 A. Cohen and D. Bradford
Clarify your goals and priorities
Identify relevant currencies, theirs, yours
Dealing with relationships
Diagnose the world of the other person
Influence through give and take
Assume all are potential allies
The Cohen-Bradford IWA Model
© 2017 A. Cohen and D. Bradford
© 2017 A. Cohen and D. Bradford
Examples Overcoming Resistance
• Vishwas converts a peer who seems to be undermining him• Larkin Mehta deals with an older colleague who calls her “kiddo” and discounts
her knowledge; builds full partnership role• Mike Garcia, HQ Marketing, Gains Cooperation of Suspicious, Resistant Latin
American Country Managers• Sarah works to overcome the challenges of constant international virtual team
meetings– Monitoring dynamics, intervening, encouraging– Diagnosing, using individual currencies– Many individual calls– Smiling, even when on the phone– Creative video use
How to Read Others’ Currencies
Start: Tune in, don’t argue back
Diagnose the forces acting on them, their “world”
Listen closely to their language-What they say is important to them-Speeches, presentations, written messages-Their metaphors and images
Observe their offices, artifacts, dress
Ask© 2017 A. Cohen and D. Bradford
© 2017 A. Cohen and D. Bradford
Takeaways
• In many parts of world, (and when virtual) relationship first, task second.• Those with most relationships tend to have most influence.• Give in valued currencies whenever you can before you know what or
whether you will want anything back!• Your job not to make other want what you want, but to give what they
want. (Platinum, not Golden Rule)• Don’t give away your potential power. What do you have or can get that
other wants?• Get to joint problem solving as a PARTNER.
