How to Communicate with Authority

To be heard and respected in today’s business environment, business women have to learn to “flex” their styles to match that of management. Historically, upper management has embraced a “sensor” style for communicating. This means authority, passion, and conviction are valued above all else. Here are five suggestions on how to stand in your authority when communicating to upper management:

One: Go for it. Don’t wait for an invitation or permission, and interrupt if you must. Secretary of State Madeline Albright is reported to have said once that learning to interrupt is one of the most important things a young woman must learn. The same is true for all businesspeople. 

Two: Get to the point, and stay on point. Business speak is linear. Be succinct; avoid personal stories and too much detail. Be honest and direct without being unfriendly. Hit the high points and emphasize results. Interpret facts, don’t merely report them.  

Three: Mirror their style. Turn up the volume, and lower the pitch. Maintain steady eye contact, don’t nod your head or cock it to the side. Don’t smile excessively or fidget. “Own” the space on which you stand or sit. 

Four: Avoid disclaimers. Avoids “buts,” self put-downs, unwarranted apologies, excuses, or upward intonations. Top management demands confidence and conviction.

Five: Remain flexible. Some situations call for a “command and control”

communications strategy, while others require a “softer and friendlier,” more collaborative approach. Be flexible and know which communications strategy works best for each situation.

By Randy Siegel