New research suggests that you shouldn’t try to persuade your boss of a new idea while they’re feeling the power of their position as they won’t be listening.
The researchers had students role-play a situation in which one was a boss (a position of power) and the other was an employee who simply took orders. One half of the participants then read a fake advertisement for a mobile phone which contained weak arguments for buying the phone (eg it had a broad currency converter). The other half read a fake ad that had strong arguments (eg the phone could be recharged in just 5 minutes). Participants were then asked to rate how favourably they viewed the phone.
When the role-playing exercise was conducted before viewing the phone ad, those who played boss were more likely than those playing employees to rate the phone similarly — whether they received the strong or the weak arguments.
The experiment was then repeated but this time they watched the advertisements first, then did the role play and then rated the phone.
The results showed that the bosses in the role-playing exercise were now more influenced by the quality of the arguments in the ads.. Those who were low-power employees were not as influenced by the ad quality.
The researchers concluded that “it matters when people are feeling powerful – before or after they receive a persuasive message. If the message comes right after their power is made relevant to them, then powerful people will be difficult to persuade because they are confident in their existing opinions. However, if people can be made to feel powerful right after a strong persuasive message, attitude change is more likely because powerful individuals will feel confident in the positive thoughts they generate to the message”.
Journal of Personality and Social Psychology, March 2008
Editors comments
When I first started work I was lucky to be assigned a mentor who was a senior executive in the organiastion I was working for. He gave me this tip on how to influence the boss which seems to be consistent with what the research is saying.
- Get them out of the environment they are use to (ie remove their power)
- Present the idea
- Make them feel that it was their idea (giving back their power)