By Kurt W. Mortensen
Today we are going to begin another 5 part series on power. In order for you to persuade, you must have some kind of power.
Let's say you are taking a little drive. It's a nice day out with little traffic. So, you decide to go a little heavy on the gas pedal. Sure enough, it isn't long before you see sirens in your rear view mirror. You pull to the side of the road. Those dreaded seconds pass as you hear footsteps. You roll down your window and cringe as you hear the words "license and registration please." As you pass your registration to the officer, you realize it’s not an officer at all! Its' your neighbor Bill! "What are you doing Bill" you yell! Bill informs you that you were speeding and that he is issuing you a civilian citation. You laugh and tell Bill to get over it, and leave him in the dust.
This is an example of the first structure of power, or Authority Power. Authority Power is based on how other people perceive your authority. You have authority over others when they believe you have a greater title, authority, or strength over them. This allows those in power to intimidate or even force others to comply with them because of their status, position, background, or rank. Police officers are excellent examples of this type of power. Whether it's their uniform, title, badge, or car, you feel compelled to comply with the police based on their position and authority. Notice that in our example you had no respect for your neighbor once you noticed he didn't have a badge or a uniform. He was just another civilian who had no power over you.
Authority power is often used to manipulate and control others. I don't believe in that kind of persuasion. However, there are a few simple tips that allow you to use Authority Power without manipulating.
As a persuader, you need to conduct yourself in a way similar to those who have power. While you can't walk around in a policeman's uniform, you can dress "powerfully." Dark, conservative clothes and conservative grooming are associated with powerful people. Make sure your office or the area you persuade is neat and tidy. I recently read a study which showed that people asked to wait in a salesperson's office were more patient with the owner of a tidy office as opposed to the owner of a messy office. Make sure you have good posture, look people in the eye, smile, and give firm handshakes. That's what powerful people do.
For more information, contact John Page BCH CI at 435-256-0315 or visit www.lifeworkswest.com.
