Introduction to Management (Influencing)

   Management can be defined as the process of administering and controlling the affairs of the organization, irrespective of its nature, type, structure and size. It is an act of creating and maintaining such a business environment wherein the members of the organization can work together, and achieve business objectives efficiently and effectively.

  I will be focusing on influencing and its importance in effective management. First of all, what is influencing? According to the Association of Project Management, influencing means an act of affecting the behaviours and actions of others. Influencing is a necessary skill for anyone in business, whether a person is a manager or a salesperson. The ability to bring others to your way of thinking without force or coercion is important in business. Influencing others is a transferable skill business persons take with them from job to job in the business world. Managers want to convince employees to work hard, and salesmen need to convince clients their product is the best purchase choice, for example. 

  In order to effectively influence an individual, one must posses a variety of skills such as sensory awareness (understanding your own behaviour and that of others), emotional intelligence (representing your own feelings and those of others), communication skills (flexibility in approaches, methods and media), negotiation skills (ability to persuade and find a mutually acceptable position), contextual awareness (ability to select the appropriate time, place and contributors),  cultural awareness (understanding the wide diversity of factors, from background, race, gender and learning styles, to communication, values and beliefs). 

 One quality that is vital for influencing is confidence. Being able to influence others in meetings and other business exchanges requires confidence. Even when you don’t have the authority to make a certain decision, being able to influence others can give you the confidence you need to suggest a change to managers and get them to accept your idea. If others regularly influence you when you want to say, “No,” knowing how to influence can also help you stand your ground and successfully persuade others that your way of thinking is correct.

  Influencing can be overt, discreet, conscious or subconscious and can be applied to any, or all, stakeholders. The actions of an individual or group can also indirectly influence others who are not stakeholders. For example, a team working on a new product or service may be very positive about their task. This enthusiasm then becomes general knowledge and leads others in the wider organisation to ask about the work and even to seek to participate in it or use its products.

  Influence evolves as relationships are built between parties. Relationships can be based on positive factors such as shared values, ethical positions, trust and genuine liking and respect. In some situations influencing is wholly based on perceived authority. This can be negative as it provides an ability to influence based upon fear and insecurity. This, in turn, can easily become a form of control that leads to compliance without commitment.