Three Surprising Secrets to Moving People
All leaders move people. Moving people begins when you understand them, not when they understand you.
Daniel Pink believes the ability to move people begins with attunement.
“Attunement is the ability to bring ones actions and outlook into harmony with other people and with the context you’re in. Think of it as operating the dial on a radio. It’s the capacity to move up and down the band as circumstances demand, locking in on what’s being transmitted, even if those signals aren’t immediately clear or obvious.” Daniel Pink, Too Sell is Human: The Surprising Truth about Moving Others.
Pink defines attunement as, “Perspective-taking.”
Moving others begins with
taking their perspective not pushing yours.
Tune into another’s perspective, but how?
Three ways to find attunement:
- Pink writes, “Assume that you’re not in power.” Pink’s comment is based on research by Galinsky, Magee, and Gruenfeld, Power and Perspectives Not Taken.
- “Use your head as much as your heart.” Empathy is useful, but thinking about what others are thinking enhance your ability to move them.
- Mirror. Research demonstrates that mimicking makes people feel you’re attuned. Pink explains it can be as simple as repeating what others say word for word rather than paraphrasing.
More on power:
The more power we believe we have the less able we are to understand and appreciate others and their perspectives.
Those in charge are likely out of touch
because they are in charge.
“Start each encounter with the assumption that you’re in the position of lower power.” Daniel Pink.
Powerful leaders don’t rely on power.
Still more:
Pink explains the ability to move others isn’t becoming a pushover. Loosing yourself to others isn’t leadership its oblivion. Read, To Sell is Human, for the rest of the story.
How might power be a barrier to moving others?
How might power limit one’s ability to take another’s perspective?
The more power we believe we have the less able we are to understand and appreciate others and their perspectives.
WOW!! Thanks for sharing this. Again an outstanding article Sir..
Thanks and here’s to success.
Great ideas thanks!
Cheers
Thanks for sharing this – I’ve read Pink’s latest book, and find it extremely valuable.
On the topic of mirroring – this is a tricky one. Because this is one of those older “Glenn Gary” sales tactics, many consumers are conditioned to know what this looks like, and can be turned off. So, it is more about the intent behind mirroring – to be attuned to the prospect and her emotions, than just copying their body language, tone, inflections and words.
Thank you drewdice. Well said! Manipulators are out there who use tactics for unethical purposes.
I’ve learned to pay attention to my body language when it comes to listening postures. It’s a way for me to align what I feel in my hear – interest – with what’s reflected by my body language.
Nevertheless, point taken.
Cheers
Interesting article by Galinsky, Magee, Inese and Gruenfeld on Power and Perspectives especially when leaders are making changes.
Thank you Brian. Agreed. Very useful paper.
I would like to mention, one of the leadership styles I admire is from Nelson Mandela. His unique leadership style based on humility, forgiveness and reconciliation…………..if adopted has the power to move people.
Thank you Salt…. Mandela and others like Gandhi and Jesus. Isn’t it interesting how unpower is powerful? Cheers
Thank you Dan for sharing this!
All the best.
Shane
It’s a pleasure to serve. Cheers
I believe being in a powerful position can hinder motivation if the team members feel intimidated by your power. The leader should share ownership of the project or problems with the team and empower them and then step back. The leader can encourage innovation by challenging the team. He or she can reframe old problems in new ways. Also the leader can ask questions. They should not feel like you are harassing them. This can hinder collaboration.
Thank you Daryl. Your experience shines through in your contribution.
Love the contrast between intimidation and ownership. There’s real food for thought on that one.
Cheers
We all know what to “have your head to far up your ass”.. From my perspective having to much power makes you think to much in a subjective manner. To be honest i see this everyday. Consulting ideas and concepts from industry leaders have brought me to the bottom line, which is horrible: Industry leaders offer tips, advices, they offer the “all you need to know” catalog but it is more like noise than music to my ears. Power makes us all sooner or later, helpful but absent.To move people, you must have been at one time in the same situation as your audience.
Thank you Will. I appreciate how you bring connectedness to this conversation… Cheers
Its based on old saying, “Understand before understood”
Thank you.
I read Daniel Pink’s A Whole New Mind and found it fascinating- it took on the topic of the kind of brain it would take to succeed today- one that could do things computers could not- such as think creatively, intuitively and display emotional intelligence. This seems to come from a different perspective that does not engage me initially but the author so impressed me with his previous work that I know there is wisdom there. Thank you for the posting Dan. Always a good way to start the day.
Powerful post. Will share this post with my boss and middle managers. Thanks, Dan! Will buy the book to read more.
I always said, ‘the way to a promtion is to train someone to replace you’, which put another way is, developing your people and taking an interest in THEIR needs. Training,developing and inspiring my peers makes the whole team and unit look good.
Wow this is powerful information. I am starting a program for teaching owner operators how to operate their trucks at a profit. This information is going to be great help for myself. Thank you.
When we really walk in other’s shoes, we’re able to get on their level and find the best ways to motivate and encourage others. Great food for thought!