Influencing Through Creating Win-Win Situations

Welcome back! In the first installment of this blog series, we laid the foundation by focusing on relationship management. As someone who has led engineering teams for over a decade, I've come to appreciate the power of solid relationships. But as we move to part two of this series, it’s time to go beyond identification and initial engagement with stakeholders. The next crucial step is the art of influencing them to create mutually beneficial, or win-win, situations.?

Let's start with a strategy I've always found effective. Here's a quote that resonates with me from Eli Broad, a renowned businessperson and philanthropist: "The best move you can make in negotiation is to think of an incentive the other person hasn't even thought of - and then meet it". Based on this philosophy, I propose that your first action should be thorough research. Before you even think of asking your stakeholders for anything, learn what they are already trying to achieve. This transforms the nature of your interaction; you go from being a burden to becoming an asset.?

How do you do this research? It’s not just about stalking them on LinkedIn or reading their latest published blogpost. Talk to people—colleagues who work directly with them, peers in their field, even people who report to them. This isn't mere data collection; it's similar to detective work where each piece of information helps you shape a more compelling argument for your project. It's about walking into a meeting and knowing how your project can plug into their existing plans or goals.?

Now, let's talk about framing. Stephen Covey, a significant voice in leadership training, advocates, "Seek first to understand, before being understood." Why is this important? Because it changes the dynamics of the conversation. It shifts the focus from your needs to their needs. It’s not enough to say, “Here’s why my project is fantastic.” You have to say, “Here’s how my project can make your life easier, better, or more successful.” The former is a sales pitch; the latter is a value proposition.

But what if you hit a wall? Sometimes, despite your best efforts, you may not find all the information you need. In such cases, shift your focus to organizational goals. Most companies have clearly defined OKRs (Objectives and Key Results) or similar success measures. Look for alignment there. If a project supports organizational goals, stakeholders are more likely to support it too.?

Motivation is a complex beast. What drives one person might not necessarily drive another. For instance, early in my career, being able to afford a guitar was a significant motivator. Now, it’s the luxury of time to be able to play it. This change isn’t unique to me; your stakeholders will also experience shifts in their motivations. An excellent stakeholder manager observes these shifts and adapts accordingly.

In summary, influencing stakeholders to create win-win situations isn’t a one-off task. It’s an ongoing process that requires preparation, mutual understanding, creativity, and adaptability. By consistently applying these principles, you won’t just gain stakeholder support—you’ll earn their respect and trust.

Stay tuned for the third and final installment of this series, where we'll dive into mastering communication to not just gain but also sustain influence over time. Your journey to becoming a master influencer is just getting exciting!