Becoming a Person of Infl uence73
Thinking about your boss’s other relationships is also helpful. Under-
stand who their allies (and rivals) are. Watch their interactions with others.
What kinds of people do they get along with best? What work habits annoy
them the most? What is the best way to earn and maintain their trust over
time? Knowledge is most defi nitely power in this situation, so be honest
with yourself about how they’re likely to perceive you. The more you under-
stand, the better you can align with them.
Gathering this information will help you meet their expectations for
your performance more successfully. But you may also need to manage
their expectations if they’re unreasonable or if they actively interfere with
your ability to deliver results. If you need to challenge their demands, pre-
pare for a conversation by thinking through:
• What specifi c expectations do you want to negotiate? How can you
link the changes you care about (for example, moving a deadline)
with something else they will value highly (for example, expanding
the scope of the work or meeting a higher-quality measure)?
• How will you link your proposal to your supervisor’s goals and
show that you put those goals fi rst? To communicate your hon-
esty and sincerity here, use the trust-building strategies that you
already know they respond to best, like asking for feedback about
how your proposal could better serve their needs.
Adapt yourself to your boss’s work style
You’ll be better positioned to infl uence your boss on the important points
when you make your daily interactions as frictionless as possible. Tailor
your work style to theirs: do they prefer short or long conversations? Do
they like to get in early on the decision-making process or review a fi nal
recommendation? What kind of evidence do they fi nd compelling? How
much time and attention are they prepared to provide on a given day?
What particular expertise or skills do they rely on you for? What idiosyn-
cratic preferences do they have about how offi ce life should proceed—for
example, how to run a meeting, write an email, or arrange a workspace? Be
proactive in making whatever accommodations you can.