Influential Leadership October 20, 2024Career Articles, Career Development, Featured, LeadershipOff

Up Your Influence. Here’s How.

As careers progress, a leader’s ability to influence stakeholders becomes crucial —not only to shape business outcomes but also to inspire others, build strong teams and drive organizational success. I know it was part of my early training as a new corporate leader but as organizations evolve, traditional types of influence have lost their effectiveness. For example, since organizations are less hierarchical, using a position or title to influence others isn’t enough. Employees, who are now more independent, value collaboration and inclusiveness over hierarchy. The increasing complexity of work today makes it impossible to rely on expertise alone. Influence now, results more from collaboration, empathy and fostering a sense of shared purpose.

As organizations become flatter and more matrixed with fluid models of collaboration, the ability to influence without authority has become a critical capability; everyone, regardless of role, can have greater influence. Women leaders, more than men, are expected to be kind and empathetic as well as competent and tough, according to Harvard Business Review article “How Women Manage the Gendered Norms of Leadership.”

8 TIPS To Leverage the Power of Neuroscience to Expand Your Influence.
Understanding how the brain works enables leaders to better connect, persuade and lead with impact.

1. Emotional Connections

The brain is wired to respond emotionally before it processes logically. The limbic system, responsible for emotions, memories and behavior, plays a key role in decision-making. The key is to focus on emotional connection rather than just facts and logic.
● Tip: When pitching an idea, start with a story or personal experience that resonates on an emotional level, since stories activate the limbic system, making the message more relatable and memorable.

2. Leading by Example

Have you ever noticed how contagious enthusiasm or stress can be? This is due to mirror neurons, which cause people to unconsciously mimic emotions and actions of others. Good leaders influence behavior by modeling the attitudes and actions they want to see in their team or stakeholders.
● Tip: For example, when leaders are confident, optimistic and calm even in challenging situations, others pick up on emotional cues and mirror that behavior. Embodying the qualities you want in your organization—resilience, positivity and focus—will naturally create a ripple effect.

3. The Confirmation Bias

The brain often relies on cognitive biases—mental shortcuts people use to perceive information and make decisions. One of these is confirmation bias, which means ideas that build on familiar concepts are more likely to succeed since brains are wired to conserve energy by minimizing uncertainty.
● Tip: Effective leaders use confirmation bias to frame ideas to align with the beliefs of their audience.

4. Trust and Oxytocin

Since trust is the foundation of influence, neuroscience indicates oxytocin, the “trust hormone” plays a key role in creating interpersonal bonds. When people feel trusted and supported, their brains release oxytocin, strengthening relationships and enhancing collaboration. It also fuels creativity, opening the mind to new ideas when oxytocin replaces the stress hormone, cortisol.
● Tip: Good leaders build trust through active listening, showing empathy and having transparent communication. The greater the trust, the more influence leaders have.

5. Simplifying the Focus

The prefrontal cortex, responsible for decision-making, focus and problem-solving, can easily become overwhelmed with too much information. To influence more effectively, good leaders simplify messaging to make it easier to focus on key takeaways.
● Tip: Good leaders use clear, concise language and avoid overwhelming their audience with too many details. Visual aids and summaries can help distill complex ideas, allowing the prefrontal cortex to focus on the most critical points.

6. Consistent Messaging and Behavior

The brain values consistency. Once a behavior is repeated multiple times, it becomes a habit—due to neural pathways. Leaders who influence effectively, create consistency in their actions and communication.
● Tip: Reinforcing key messages regularly and consistency in leadership approach, lets people know what to expect, improving the likelihood they’ll align their behavior with your leadership style and vision.

7. A Sense of Control

Giving others a sense of control is a powerful way to wield influence. The brain is wired to value autonomy and when people feel they have a say in decisions—engagement and commitment increase. It’s about connecting with your audience and learning what they want to focus on; considering them and their agenda. Good leaders seek out opportunities where their team or stakeholders can have meaningful input on decisions and execution.
● Tip: Your direct reports will feel more empowered when they’re invited to contribute ideas and provide input by asking things like, “How do you think we should approach this?” or “What options do you see?”

8. Learning and Growth

The concept of neuroplasticity—the brain’s ability to reorganize and form new neural connections means leaders can continuously adapt their approach. A growth mindset enables leaders to enhance their own growth while encouraging others to embrace learning and change.
● Tip: Encouraging ongoing learning and providing opportunities for personal development can lead to a more adaptable, innovative workforce ready for the future.

By Sheila Eggert

“People will forget what you said, people will forget what you did, but people will never forget how you made them feel.” – Maya Angelou

Sheila Eggert is a certified transformational coach with 35 years as a respected innovator in Leadership Development and Change Management for Fortune 500 companies. She offers corporate clients a deep, personal understanding of how to empower leaders and teams to not just survive but thrive in today’s ever-evolving corporate landscape. Her proprietary MOVE Method for Transformation, blends her vast corporate experience with neuroscience-backed personal transformation practices, bringing a human-centered approach to change and innovation. Sheila is the author of The Power of Living Unscripted: Reclaim Creative Control of Your Life. Also, check out her TEDx Talk, Self-Trust and Transformation.

Follow Sheila on LinkedIn. Learn more about her coaching and workshops at www.sheilaeggert.com.

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