In the Influence Masterclass I teach that there are different ways to influence, depending on your audience, the context of the interaction and your overall objectives. I would like to share with you a framework introduced by Professors Richard Shell and Mario Moussa in their strategic persuasion book, Art of Woo. They identify 6 channels of influence leaders need to master:
1. The Authority channel emphasizes formal position and reliance on top-down rules, regulations, and
Go ahead and google the words "successful CEO." You will find many images of suited caucasian men in confident, extraverted poses. Indeed, we have a certain image of how a successful CEO should look and act like (male, extraverted, tall, aggressive, etc..) based on the pop-culture films, books and other media forms we've been raised with. A handful of CEOs who are often in the headlines helps perpetuate these stereotypes. Maybe like me, you're tired of constantly hearing abou
In a formal meeting with 15 senior women at a boardroom of a big multinational company, I took some mental notes executive presence ('EP') as each woman presented herself and the work of her organization. Our host radiated executive presence. She was elegant, charming, she led the conversation with grace and effectiveness. She introduced those who joined with humor and kindness, making sure everyone was included while moving the event agenda along. Another favorite was a prom
One of the biggest misconception about power is that it requires formal authority. And perhaps even physical strength. Yet, Stuart Diamond, an award-winning negotiations professor and author of Getting More writes: "When you have less power, you learn to use tools that are more subtle, less noticeable, even invisible to those with raw power. There is less risk of retaliation."
According to Harvard's Joseph S. Nye, "Hard power can rest on inducements ('carrots') or threats (
When I was thinking about what skill makes a huge difference for a success chances of a future female executive, Influencing and persuading others (bosses, employees, peers, investors, clients) immediately came to mind. I went on to interview potential students and after talking to multiple women, mostly in male-dominated industries, from all levels of seniority across multiple geographies, several common challenges emerged: 1. Establishing credibility and being heard by othe