Of warmth and influence

By: AMY CUDDY ET AL

A growing body of research suggests that the way to influence — and to lead — is to begin with warmth. Warmth is the conduit of influence: it facilitates trust and the communication and absorption of ideas.

Even a few small non-verbal signals — a nod, a smile, an open gesture — can show people that you’re pleased to be in their company and attentive to their concerns.

Prioritising warmth helps you connect immediately with those around you, demonstrating that you hear them, understand them and can be trusted by them. Most of us work hard to demonstrate our competence. We want to see ourselves as strong — and want others to see us the same way. We focus on warding off challenges to our strength and providing abundant evidence of competence.

We feel compelled to demonstrate that we’re up to the job, by striving to present the most innovative ideas in meetings, being the first to tackle a challenge and working the longest hours. We’re sure of our own intentions and, thus, don’t feel the need to prove that we’re trustworthy — despite the fact that evidence of trustworthiness is the first thing we look for in others…

In management settings, trust increases information-sharing, openness, fluidity and cooperation. If coworkers can be trusted to do the right thing and live up to their commitments, planning, coordination and execution are easier. Trust also facilitates the exchange and acceptance of ideas: it allows people to hear others’ message.

From “Connect, Then Lead”