Influencing Without Authority: The Currency of Collaboration

Are influence skills just for leaders? Who else can benefit?

Influence skills aren't just for formal leaders. They are actually essential for anyone who works in a team, interacts across departments, or collaborates in any capacity. Think about early-career professionals, for example. They can leverage influence techniques to advocate effectively for resources, gain support for fresh ideas, or simply build stronger relationships, helping them progress in their careers. You don't need a leadership title to champion a project you're passionate about or bring colleagues together around a shared goal.

Influence skills become particularly vital in cross-functional settings. When you have employees from different departments or diverse specializations working together to solve complex problems, the ability to clearly communicate your vision, empathize with others' priorities, and persuade teammates to invest their time and energy toward a common direction is critical.

Think about how often you've found yourself in a meeting where all the right people are present, yet you struggle to capture their attention. That’s where influence matters, too. It's about making people want to listen and engage with what you're saying. Without this skill, everything else you say or do might go unnoticed.

Often, you'll see people who master these influence skills emerging as informal leaders. They guide important decisions, shape the direction of projects, and significantly affect outcomes, despite having no official authority. In other words, influence isn't merely a badge reserved for managers. It's the currency of collaboration. And anyone, at any career level, can learn how to use it wisely.

What is the importance of networks and social capital when it comes to maximizing influence?

One significant element of influence is what I’d describe as tactical or "in-the-moment" influence. This involves your ability to frame and deliver a persuasive message effectively, to thoughtfully respond to questions or objections, manage conversations, and handle interactions in a compelling way right when it matters most.

But influence goes beyond just moment-to-moment interactions. It's also deeply rooted in the strength of our relationships. Having solid relationships means people will willingly support you, advocate for your ideas, or even go the extra mile when you really need it. If you've built authentic connections, people are naturally more inclined to collaborate and support your initiatives.

Empirical research consistently shows there's considerable variation in the types of networks we cultivate. Some networks significantly boost our access to valuable opportunities, insights, and assistance. Being aware of how different types of networks function and actively cultivating them can provide a substantial advantage. The key is recognizing their value and investing in relationships genuinely and consistently, not just when you need something.

How do influence techniques and approaches differ for hybrid or remote workers? What are some non-verbal influence techniques?

I wish I had better news, but influencing others effectively does become more challenging in hybrid or remote environments. Anyone who's spent extended periods working remotely can likely confirm this. The challenge is particularly pronounced when you're starting relationships from scratch.

Several factors contribute to this. For instance, when building relationships, we typically form a social image of others—who is this person, what are their intentions, and can I trust them? While it's still possible to form these images remotely, it generally takes more time without face-to-face interactions. Additionally, remote interactions via Zoom or Teams tend to be more scripted and transactional, reducing spontaneous, relationship-building moments.

Yet the situation isn't entirely bleak. In the online executive education course I developed at Michigan Ross Executive, we cover several techniques designed to help people overcome these remote-work barriers. And even if you're mostly on-site, these same strategies can enhance your ability to influence colleagues, partners, vendors, or customers whom you rarely see face-to-face.

As the faculty director for the Michigan Ross Executive Education program, The Power of Persuasion: Strategies for Professional Impact, in your opinion, what current organizational challenges does this program solve?

Leading effectively without formal authority has always been a crucial leadership skill, but it's even more essential today. A number of specific recent developments have elevated the importance of influence and persuasion skills. One of these is the complexity of modern organizational structures. Over the past few decades, many companies have adopted more intricate matrix, project-based, or cross-functional setups. In these environments, the real value isn't necessarily created within traditional hierarchical structures but in the “white spaces” between departments, teams, or even organizations themselves.

In fact, many organizations now operate within complex value chains and ecosystems, collaborating closely with external partners such as suppliers, technology vendors, distributors, and providers of complementary offerings. Again, the value frequently emerges from these interactions. But traditional authority—simply instructing someone because you’re the boss—doesn't hold as much sway in these white spaces.

This reality underscores the need for strong influence and relationship-building skills. To navigate and leverage these relationships effectively, mastering the art of persuasion and collaboration becomes truly indispensable. So, if you are reading this and believe you could be more effective in a matrix, cross-functional, or project-based environment or while working across organizational silos, I'd strongly recommend these skills.

Can you tell us more about the proprietary simulation in this program and what’s unique about it?

Throughout my career, I’ve had the opportunity to collaborate with over 50 global organizations across various sectors, focusing on influence, persuasion, and relationship management. In doing so, I’ve witnessed countless challenging scenarios firsthand. Interestingly, my former students frequently reported facing similar tough situations in their own professional lives.

Inspired by these common challenges, I teamed up with a professional production crew and outstanding actors to design a proprietary simulation that encapsulates these complex scenarios within the context of a realistic business meeting. Participants first observe a series of influence and counter-influence interactions, working to identify and interpret them while assessing their effectiveness.

Next, we provide a structured exploration of each observed technique, delving into the science behind why they work, ethical considerations for their use, and best practices for applying or counteracting them. Finally, participants actively practice these techniques by responding to real-time challenges presented in the simulation. They leverage their newly acquired skills, record their responses, and subsequently receive constructive feedback from peers and faculty.

What truly sets this simulation apart is its immersive approach. Participants become keen observers of human behavior, recognizing that many powerful influence strategies are subtle yet impactful. They gain a deep understanding of the science and ethics underpinning these techniques, enabling them to thoughtfully determine when—and, importantly, when not—to use them. Moreover, participants learn effective ways to counteract these methods when used against them.

Ultimately, this simulation creates a dynamic, engaging, and enjoyable learning experience, linking evidence-based concepts with immediate practical application.