HBR On Leadership How to Become More Persuasive at Work
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Mar 13, 2024 
Vanessa Bohns, a Professor of Organizational Behavior at Cornell, and Raven Hoffman, a Senior Estimator in the construction industry, delve into the art of persuasion in professional environments. They discuss effective tactics for influencing decisions and overcoming resistance, especially for women in male-dominated fields. Key strategies include mastering client introductions, the power of informal discussions pre-meetings, and the significance of building relationships for long-term influence. Their insights are both practical and empowering.
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External Doubt
- Raven Hoffman finds internal influence at her construction firm.
- External clients question her expertise, frequently asking for her boss.
Stereotypes and Authority
- Vanessa Bohns explains that stereotypes affect perceptions of expertise, especially for women in male-dominated fields.
- Women also tend to downplay their own authority, hindering their perceived expertise.
Projecting Expertise
- When introducing yourself, explicitly state your expertise to counteract stereotypes, but balance it with warmth.
- Express excitement about collaboration and highlight relevant experience for the client.
