Individuals can wage substantial influence over others, whether or not they are in a formal authoritative role.
Maxim Sytch, PhD, an associate professor of management at the Ross School of Business at the University of Michigan in Ann Arbor, outlined five ways to "lead up" or influence others in response to a question posted on Quora.
Here is a summary of Dr. Sytch's four points.
1. Use social proof. When faced with the need to make a decision, humans tend to look for the easiest way to obtain the necessary information. You can influence a group's decision by citing examples of organizations or people in similar circumstances successfully doing what you want the group to do.
2. Take advantage of reciprocity. As social beings, people are generally unwilling to accrue too much social debt, but when we do, we feel compelled to reciprocate. For example, one study cited by Dr. Sytch found including a $5 check with the request for a recipient to complete a survey produced a better response rate than the promise of a $50 check after completing the survey. In the work environment, proactively offering to help others by providing them resources or doing favors will likely work in your favor down the road.
3. Make sure your audience isn't hungry. If you want your superiors to really engage with your idea and take it seriously, ensure you aren't delivering a presentation when they are hungry. While this may seem trite, Dr. Sytch noted a study that found a prison inmate's parole request was nearly seven times as likely to be approved when the judge heard the request right after eating breakfast, a snack or lunch.
4. Create an air of scarcity around your idea. We innately desire things that seem less available. That's why salespeople always emphasize that a deal will only last for the day or real estate agents stress other couples are interested in a property. If you can reasonably signal there is a limited window of opportunity to implement your idea, your pitch will be more attractive in your superiors' eyes, according to Dr. Sytch.