Art of Pursuasion Becomes Key

An article in the 19 May 2008 issue of the Wall Street Journal ("Art of Persuasion Becomes Key," by Erin White) talks about the need for managers to sharpen their skills as lines of authority blur. Increasingly, professionals are called on to persuade peers - sometimes located thousands of miles away - over whom they have no direct authority.

In response, some companies are helping managers bolster their influencing skills.

The article goes on to give seveal short case studies of managers who have been able to accomplish important goals through influence and persuasion without direct authority.

The article also reports 5 persuasive pointers that IBM offers its employees for improving influencing skills:

• Build a shared vision
• Negotiate collaboratively
• Make tradeoffs
• Know who can help you achieve your goal
• Build and maintain your network

Four books I've read recently that provide helpful pointers in or related to this domain include:

• The Elements of Persuasion - by Richard Maxell & Robert Dickman
• Peruasion - the art of getting what you want - by Dave Lakhani
• Crucial Conversations - by Patterson, Grenny, et.al.
• Difficult Conversations - by Stone, Patton & Heen