I wrote a blog post a couple of months ago listing 9 influencing tactics you can use when introducing Knowledge Management. Here is some more guidance on when each tactic is useful.
The 9 tactics come from The Farnham Street blog (reporting on the book Mind Gym) and are as follows:
- Reasoning - the process of using facts, logic, and argument to make a case.
- Inspiring - focusing on the heart rather than the head, appealing to emotions and creating the vision.
- Asking Questions - leading the other person to make their own discovery of the value of Knowledge Management.
- Cosying Up You almost always feel positive toward someone who makes you feel good about yourself.
- Deal Making - when you give another person something in return for their agreement with you. "
- Favour Asking - simply asking for something because you want or need it.
- Using Silent Allies (aka social proof)
- Invoking Authority - appealing to a rule or principle.
- Forcing “Do it or else.”
The picture shows when, and at what level, to use the different tactics.
- Reasoning, Inspiring and question-asking are useful at any stage, but are your prime strategies in the early stages of implementation, and when working with senior management.
- Deal making, favour asking and cosying up come into their own when trying to influence middle managers to host a KM pilot.
- The use of social proof and silent allies is particularly important during the roll-out phase, and
- Invoking authority and forcing can only be used late on, during or after roll-out once KM has become a clear corporate expectation.