How do you influence senior stakeholders with different styles?

1 Identify your stakeholders

The first step to influencing senior stakeholders is to identify who they are, what they care about, and how they prefer to interact. You can use various tools and methods to map out your stakeholders, such as a stakeholder matrix, a power-interest grid, or a stakeholder analysis. These tools can help you categorize your stakeholders based on their level of influence, interest, support, or resistance to your project or initiative. By identifying your stakeholders, you can prioritize your engagement efforts and tailor your messages and actions to their needs and expectations.

2 Understand their styles

The next step to influencing senior stakeholders is to understand their styles and personalities. Different stakeholders may have different preferences for communication, decision-making, problem-solving, or feedback. For example, some stakeholders may be more analytical and data-driven, while others may be more intuitive and people-oriented. Some stakeholders may be more assertive and direct, while others may be more diplomatic and cooperative. Some stakeholders may be more visionary and strategic, while others may be more practical and operational. You can use various frameworks and assessments to understand your stakeholders' styles, such as the DISC model, the Myers-Briggs Type Indicator, or the VAK learning styles. By understanding your stakeholders' styles, you can adapt your approach and language to match their preferences and motivations.

5 Persuade and negotiate

The fifth step to influencing senior stakeholders is to persuade and negotiate with them. Persuasion and negotiation are the skills of convincing others to accept your ideas or proposals, or to reach a mutually beneficial agreement. To persuade and negotiate with your stakeholders, you need to use logic and emotion, facts and stories, benefits and costs, and alternatives and options. You also need to use positive and respectful language, avoid assumptions and accusations, and acknowledge and address objections and resistance. You can use various models and strategies to persuade and negotiate with your stakeholders, such as the AIDA model, the Cialdini's principles of influence, or the BATNA concept. By persuading and negotiating with your stakeholders, you can overcome obstacles and conflicts and increase your acceptance.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?