Poor Alberto. Not only is it less likely that he will get the new status reporting system, but he has also failed to establish credibility with Irene. Rather than starting from a positive or neutral credibility position, he’s now operating from a deficit position, making it more difficult to influence Irene in the future.
As a leader, there are two vitally important concepts you need to clearly understand when influencing up and out. The first is the five tollgates that I believe leaders must successfully pass to effectively influence up and out (who I will refer to as recipients):
With tollgate 5 comes the second important concept, which is about decision ownership. There are four decision ownership scenarios, as follows:
Do you need to be better at influencing up and out? Here are ten points to consider:
The Consequences: Being ineffective at influencing up and out can lead to the following:
The Next Steps:
Lonnie Pacelli | Building Thriving Leaders™ | See me on Amazon
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