To Influence, be a Happy Warrior*

 

Figure 1: Behavior for varied warmth/ strength (Cuddy)

The best way to gain influence is to combine warmth and strength. These traits are mutually reinforcing. Feeling a sense of personal strength helps us to be more open and less threatening/ threatened in stressful situations. A confident and calm individual exudes authenticity and warmth.

Heart first – mind next: Before we can win people’s minds, we have to win their hearts with warmth. During the initial 30 days most of us work hard to demonstrate our competence. We want to project strength and take every opportunity to demonstrate strength. We feel we are still being interviewed and strive to present the most innovative ideas in meetings, being the first to tackle a challenge, and working the longest hours.  In contrast, the first 30 days should be about establishing trust.

Without the foundation of trust there’s risk of eliciting fear and dysfunctional behaviours (Figure 1). Fear can undermine creativity and problem solving, and cause employees to even disengage. Trust increases information sharing, openness, fluidity, and cooperation. Trust also facilitates the exchange and acceptance of ideas—it allows people to hear others’ message—and boosts the quantity and quality of the ideas that are produced within an organization. Most important, trust provides the opportunity to change people’s attitudes and beliefs, not just their outward behaviour – core for successful influence.

Happy Warriors: Leaders who combine warmth and strength face troubles without being troubled. Their behavior is not relaxed, but they are relaxed emotionally. The effect of their demeanor on those around them is calming and energizing. They reassure us of success in whatever challenges we may face. President FDR fireside chats and President Obama’s 2008 campaign are examples.

How to Project Warmth	How to Project Strength
Smile—and mean it Smile sincerely, feeling happy makes us smile, and smiling makes us happy.	Feel in command Eliminate Self-doubt to project confidence, enthusiasm, and passion. Connect with yourself to connect with others.
Validate feelings Demonstrate that you hold similar views others do. For colleagues to listen and agree with you, first agree with them.	Posture Stand up straight. Reach your full height rather than slouching.
Find the right level Amp up the enthusiasm in your voice. Speak with lower pitch and volume with no pretense or emotional adornment.	Get ahold of yourself Move deliberately and precisely to a specific spot.
Posture Lean inward to signal interest and engagement. Keep your hands open and welcoming. Don’t stand with your chin pointed down.

 

Reference:

1.      Connect, Then Lead: Amy J.C. Cuddy, Matthew Kohut, and John Neffinger, Harvard Business Review, June/ July 2013.

 

 

India – the golden bird in crisis again

India is again in crisis mode and presents opportunities to reset actions. India is facing stagflation – stagnating GDP and persistent inflation. The government, corporate and personal debts are at a high and savings rates have reduced. Capital allocation has suffered and ROA is trending down.  Currency is at a life time low, imports are high, exports are flat and balance of trade is adverse. Stock market is lopsided at Oct 2007 levels with FMCG and IT as the significant contributors. All outputs have lagged behind plans – Electricity, Gas, Oil, Roads, Ports. Even Government Navaratna monopolies like BHEL, Coal India, Gail India and Container Corporation are bleeding. Unfortunately, the hard changes required for bringing the potential of the golden bird and I in the BRIC have not come to fruition yet.

 

More than at any time, currently Indian companies will be looking for technology to accelerate productivity and put them back on a growth path or optimize the cost structure. Collaborating with and helping target emerging and current leaders in select industry verticals will make scalable revenue and repeatable client successes. For e.g. Bharti Airtel IBM contract is coming up for renewal and likely going to be split into multiple vendors.

 

India can be a great innovation lab to launch new services in horizontals like Infrastructure Services, Mobility, Analytics, CRM and BPO. Running these innovation labs in India requires lower investment, allows for closer business/ IT collaboration and potential for long growth trajectory as mid-caps transition to super-caps. Again Bharti Airtel in 2004 would have been a great success as technology leverage led to market leadership. IBM went on to parlay expertise to Idea as well. Unlike innovation labs at TCS and Infosys, the Innovation Lab will co-innovate with clients, be client funded with initial internal seed funding. The Lab will crowd source ideas from employees, partners and clients. High potential ideas will be funded by external or internal customers. Future funding will be generated from deals won through direct contribution mining future, current and past client successes. India’s public sector with digital delivery of information and services can bring huge efficiencies and reduce corruption. Growing skills of the large young populace is another great opportunity for technology.