LEADERSHIP CHRONICLES - INFLUENCE

Over the past few years I have had many conversations with colleagues about frustrations they are having
getting constituents to buy-in. Leadership is the process of influencing a group or person to achieve a (common) goal.  Influence is the key word here.  In order for someone to "buy-in" they must allow me to influence them in a way that will facilitate the desired buy in.  This influence doesn't happen because I say so "Trust me", or because it should be so "That's your job", but rather because the constituents allow it to be so.

Influence is a construct of power.  Power is defined as the capacity to influence.  Power is granted by the constituent to the leader for the following 5 reasons. First, I allow you to influence me based on your position, like a manager or a coach.  This is called Legitimate Power.  Second, I allow you to influence me because I like you. This is called Referent Power.  Third, I allow you to influence me because I believe you to have a relatively high level of knowledge and/or expertise as it pertains to the context of our relationship. This is called Expert Power.  Fourth, I allow you to influence me because you can punish me or take something away of value to me.  This is called Coercive Power.  Fifth, I allow you to influence me because you can offer something that is valuable to me.  This is called Reward Power.  Notice, the term "allow" in each definition.  Power is granted, by the constituent, to the leader on the basis of any one of these dimensions or a combination of any or all of them..  Contrary to popular belief.   Think back to some of the great revolutions in world history.  These happened when the constituent took power back from the leaders and refused to grant power any longer.  Truth is that the power really lies with the constituent.

As it pertains to driving buy-in, I would suggest that telling, setting the example or leading by example do not
drive buy-in the way influencing does.  However, influencing is a lot more work because it requires the development of a relationship.  Any relationship definition you read will include the words connection and emotional.  A relationship requires an emotional connection between two people.  Strong, trusting relationships are based on empathy, and an understanding that you are concerned with my best interest.  This understanding is developed through actions and behaviors that drive empathy and trust.  Constituents want to feel like "You get me"; "I've been heard"; "I've been understood"; "My boss/coach cares about me"; "My boss/coach/teammates is looking out for my best interest"; "It is safe to share important things about me to my boss/coach/teammate".  These are some of the behaviors that drive the development of trusting relationships.   When constituents feel they are in a trusting relationship they give power.  When power is given the environment is now set and the path has been paved to facilitate buy-in.

I will be digging deeper into the research on the drivers and predictors of influence and how to develop ones capacity to influence.  I believe this area of leadership studies is a key to driving buy-in with your constituents.  I look forward to sharing my findings in future posts.

WHAT DO YOU DO FOR A LIVING?

So, what do you do for a living?  I am a Positive Psychology Coach, Leadership Coach, Leadership Development Consultant and a Professor of Leadership and Organizational Development.  That's a mouthful!!!

I recently had a conversation with an acquaintance who nearly swallowed his gum when I mentioned Coaching as one of the things I do for a living.  After a short conversation with him, I was reminded about the many misgivings about real Coaching.  I thought I would use this post to explain why people work with coaches, the value I offer to coaching clients and the process I use to drive results.

Why people work with a Coach?

A client works with me because they want to take action towards achieving their goals.  They may feel uncertain of what the next steps are, or are experiencing issues at work, or are going through a transition.  Whatever the issue, they trust me to help them work through it.  I have the benefit of viewing the clients circumstance from a distance, similar to a basketball coach who sees the game from the sideline.  This meta-view facilitates objectivity and perspective for the client.

What is Coaching

I like this definition provided by Positive Acorn, coaching is a relationship between two people in which one party, the coach, asks powerful questions and develops a system of accountability in order to help the other party acquire personal insight and information necessary to move toward a goal.

"Coaching is a relationship between two people..."

The coach and client grant power to a third unit, the relationship.  The client sets the agenda, chooses the goals and determines the best way to reach success.   The coach holds them to these things and acts to support the client's creative thinking process. The client is in turn empowered by the relationship and is able to move forward in achieving their goals.  

"the client acquires insight and information necessary to move in a positive direction towards a goal through powerful questions and accountability."

The coach is there to facilitate a conversation that prompts the client to think in new ways and gain perspective, to help them remember past experiences of success and failure and understand how that information might be useful in the current situation, to assist them in brainstorming next steps, and finally, to hold the client accountable for their action or lack thereof.

What is Positive Psychology Coach?

I am a trained and Certified Positive Psychology Coach.  Positive Psychology is the scientific study of 

what makes life most worth living.  Positive Psychology is often referred to as "The Science of Happiness". It is a call for psychological science and practice to be as concerned with strengths as with weaknesses; as interested in building the best things in life as in repairing the worst; and as interested in making the lives of normal people fulfilling as with healing pathology.

A Positive Psychology Coach is one that has a positive focus, utilizes the benefits of positive emotion and uses the science of strengths to increase the overall wellbeing of their clients.

As a coach, I am trained to facilitate a conversation.  Its my job to help you, the client, gain insight into what is needed in order to move forward with your goals.  I approach the relationship believing the client is the expert on their own lives and that it is more powerful for clients to draw their own conclusions than to be given the answers.  

Coaches work with clients who are whole, resourceful and able generate ideas towards solutions and goals.  If a client experiences depression or other psychological disorders they are referred to an appropriate professional to be diagnosed and treated.  I do work with clients dealing with a psychological disorder as long as they are being treated by a professional and if they are not experiencing the debilitating effects of their diagnosis.

Get it?
Positive Psychology Coaching is a revolution in the understanding of how the study of psychology can support and drive the best things in life and help us to achieve our goals.  It is an understanding that we should put as much attention and energy into identifying and developing personal assets as we do with deficits.  Positive Psychology is a science based on Psychology, Psychotherapy, Appreciative Inquiry and Solutions Focus to help people thrive and live more fulfilling lives.  This is why I have chosen to serve others as a Positive Psychology Coach.