Influencing Upwards

This is an edited summary of Talking Tips interview with Georgina Birchall about her book Managing Upwards.

What is meant by influencing?

Influencing means getting someone else to want to do what you would like them to do. We can't make them, so we need to influence them. The people we influence upwards include our manager, their manager, committees, boards of directors, and they can be inside or outside our organisation.

How do we go about anticipating the position of another person, particularly when we don't know them?

We should prepare for all influencing situations. Think about the similarities and differences between you and the other person. Similarities between public service agencies include shared Values, a duty to the government of the day. These give common ground. Differences include cultural differences. Some agencies are results oriented, others process oriented. Knowing this then enables us to adapt our message. To find out more about the other person when we don't know them we can ask others who know them and telephone the person and ask how we can be helpful prior to the meeting.

Why should I adapt my approach? Surely it's up to other people to make the effort to understand my point?

We can insist on this but it doubles the effort of the other person - they have to be clear in their message and find out about our preferences. This may result in them avoiding us. We can be more influential if we make concessions to how they like to receive information. For example, a boss may wish to receive a one page summary rather than all the detail, in order to make a decision.

What sort of adaptations might I have to make once I know something about someon'es position?
Matters to consider include:

• do I make the message short or long;
• how much detail do I include;
• complete three sentences then stop and see if there are any questions;
• consider if some words are particularly touchy for the other person and avoid using them;
• listen to ourselves and compare with others to notice differences;
• as impressions are formed quickly, rehearse your opening.

For copies of Managing Upwards, contact Georgina Birchall, Changing Enterprises on 02 6249 1895 or write to PO Box 7186, Watson ACT 2602

Dr Ann Villiers, learning guide, professional speaker and author, is Australia's only Mental Nutritionist® specialising in mind and language practices that help people build flexible thinking, confident speaking and quality connections with people. Visit www.mentalnutrition.com to learn more about Mental Nutrition. Visit www.selectioncriteria.com.au for free resources unlocking the mysteries of public service jobs.