The Opposite of Influence

To influence is to have an effect on people that helps to determine their actions, behavior, perceptions, or attitudes. The opposite of influence is to have no effect. But most of us regard influencing others as bringing their actions, behavior, and views more into line with our own. The opposite of that sense of influence would then be inducing others to adopt positions that contradict our own.

Because I know of no English word for that kind of influence, I'll call it anti-influence. Like influence, anti-influence can be abused, but let us consider only unintentional anti-influence.

Especially in knowledge-oriented workplaces, anti-influence can be costly, when groups engaged in collaborative problem solving might reject contributions that could have led to brilliant solutions. How does this happen?

One widely used framework for studying influence consists of six principles of persuasion developed by Robert Cialdini. For each of the six, I suggest below how they can lead to anti-influence.

Reciprocity

To use reciprocity, the influencer induces in the target a sense of indebtedness by means of gifts or favors.

If someone frequently fails to reciprocate, others may develop resentments. Then later, when the non-reciprocator tries to influence the team, suspicion and resentment can block adoption of any of the non-reciprocator's suggestions.

Commitment and consistency

People like to see themselves as consistent — that they follow through on their commitments.

If an Especially in knowledge-
oriented workplaces,
anti-influence can be costlyanti-influencer is known for inconsistency, and not following through, others might develop distrust. The probability of rejection of his or her contributions is then elevated, however obviously correct they might be.

Social proof

When we're uncertain, we seek confirmation of our choices by observing what others do.

Most companies, departments, and work groups loathe being the first to adopt a practice. And if someone who's widely disrespected advocates a position, that disrespect affects how people assess the advocated position, likely due, in part, to the halo effect.

Liking

People we like, especially people who are like us, or whom we find physically attractive, are more effective influencers — for us.

If someone is widely disliked, when that person tries to influence the team to adopt a position, that dislike affects how people assess the advocated position, likely due again, in part, to the halo effect.

Authority

People respect authority. At work, the emblems of authority are rank and professional respect, often indicated by office location, size, and furnishings.

People of low rank, or who are new to the organization or to the subject matter, or who lack elite professional credentials, have a more difficult time gaining adherents to their positions, however correct they may be.

Scarcity

The principle of scarcity is that the more rare and difficult-to-obtain something is, the more it's valued.

Those who offer their opinions and thoughts too liberally are more likely to find them ignored or even opposed.

Watch for behaviors that might confer anti-influencer status. Once you identify anti-influencers, you're better able to assess their contributions objectively.  Top    Next Issue

Is every other day a tense, anxious, angry misery as you watch people around you, who couldn't even think their way through a game of Jacks, win at workplace politics and steal the credit and glory for just about everyone's best work including yours? Read 303 Secrets of Workplace Politics, filled with tips and techniques for succeeding in workplace politics. More info

Your comments are welcome

About Point Lookout

Thank you for reading this article. I hope you enjoyed it and found it useful, and that you'll consider recommending it to a friend.

Point Lookout is a free weekly email newsletter. Browse the archive of past issues. Subscribe for free.

Support Point Lookout by joining the Friends of Point Lookout, as an individual or as an organization.

Do you face a complex interpersonal situation? Send it in, anonymously if you like, and I'll give you my two cents.

Related articles

More articles on Workplace Politics:

The Politics of the Critical Path: I

The Critical Path of a project or activity is the sequence of dependent tasks that determine the earliest completion date of the effort. If you're responsible for one of these tasks, you live in a unique political environment.

Managing Non-Content Risks: I

When project teams and their sponsors manage risk, they usually focus on those risks most closely associated with the tasks — content risks. Meanwhile, other risks — non-content risks — get less attention. Among these are risks related to the processes and politics by which the organization gets things done.

The End-to-End Cost of Meetings: III

Many complain about attending meetings. Certainly meetings can be maddening affairs, and they also cost way more than most of us appreciate. Understanding how much we spend on meetings might help us get control of them. Here's Part III of a survey of some less-appreciated costs.

Impasses in Group Decision-Making: IV

Some impasses that develop in group decision-making relate to the substance of the discussion. Some are not substantive, but still present serious obstacles. What can we do about nonsubstantive impasses?

Narcissistic Behavior at Work: I

Briefly, when people exhibit narcissistic behavior they're engaging in activity that systematically places their own interests and welfare ahead of the interests and welfare of anyone or anything else. It's behavior that threatens the welfare of the organization and everyone employed there.

See also Workplace Politics and Effective Meetings for more related articles.

Forthcoming issues of Point Lookout

Coming July 24: The Stupidity Attribution Error

In workplace debates, we sometimes conclude erroneously that only stupidity can explain why our debate partners fail to grasp the elegance or importance of our arguments. There are many other possibilities. Available here and by RSS on July 24.

And on July 31: More Things I've Learned Along the Way: IV

When I have an important insight, or when I'm taught a lesson, I write it down. Here's Part IV from my personal collection. Available here and by RSS on July 31.

Coaching services

I offer email and telephone coaching at both corporate and individual rates. Contact Rick for details at rbrenmhXARWRMUvVyOdHlner@ChacxgDmtwOKrxnripPCoCanyon.com or (650) 787-6475, or toll-free in the continental US at (866) 378-5470.

Get the ebook!

Past issues of Point Lookout are available in six ebooks:

• Get 2001-2 in Geese Don't Land on Twigs (PDF, USD 11.95)
• Get 2003-4 in Why Dogs Wag (PDF, USD 11.95)
• Get 2005-6 in Loopy Things We Do (PDF, USD 11.95)
• Get 2007-8 in Things We Believe That Maybe Aren't So True (PDF, USD 11.95)
• Get 2009-10 in The Questions Not Asked (PDF, USD 11.95)
• Get all of the first twelve years (2001-2012) in The Collected Issues of Point Lookout (PDF, USD 28.99)

Are you a writer, editor or publisher on deadline? Are you looking for an article that will get people talking and get compliments flying your way? You can have 500 words in your inbox in one hour. License any article from this Web site. More info

Public seminars

The Race to the South Pole: Lessons in Leadership

On 14 December 1911, four men led by Roald Amundsen reached the South Pole. Thirty-five days later, Robert F. Scott and four others followed. Amundsen had won the race to the pole. Amundsen's party returned to base on 26 January 1912. Scott's party perished. As historical drama, why this happened is interesting enough. But to organizational leaders, business analysts, project sponsors, and project managers, the story is fascinating. We'll use the history of this event to explore lessons in leadership and its application to organizational efforts. A fascinating and refreshing look at leadership from the vantage point of history. Read more about this program. Here's a date for this program:

• Baldwin-Wallace University, 275 Eastland Road, Berea, Ohio 44017: November 7, Kerzner Lecture Series/International Project Management Day, sponsored by Baldwin Wallace University and the Northeast Ohio Chapter of the Project Management Institute. Register now.
   

The Power Affect: How We Express Our Personal Power

Many people who possess real organizational power have a characteristic demeanor. It's the way they project their presence. I call this the power affect. Some people — call them power pretenders — adopt the power affect well before they attain significant organizational power. Unfortunately for their colleagues, and for their organizations, power pretenders can attain organizational power out of proportion to their merit or abilities. Understanding the power affect is therefore important for anyone who aims to attain power, or anyone who works with power pretenders. Read more about this program.

• A recording of a program presented 6:00 PM June 29 (Eastern Time), Monthly Webinar, sponsored by Technobility Webinar Series. You can earn 1.0 Category 'A' PDU by viewing this program. View this program now.