Influence and Impact

CHAPTER 2You Have More Power than You Realize

“Seek out that particular mental attribute which makes you feel most deeply and vitally alive, along with which comes the inner voice which says, ‘This is the real me,' and when you have found that attitude, follow it.”

―William James, The Principles of Psychology

The Solution, Step 1. Accept the Context

The first step to increasing your influence and impact is developing a clear understanding and acceptance of your situation as it is currently. Most people erroneously believe that the role they need to do is what is in their job description. In addition, we usually assume that what we expect from our manager and our company is consistent with what the manager and the company accept as their responsibility. This is known as the psychological contractⁱ with your organization. Unlike written contracts, however, the psychological contract is implied, not explicit and ever-evolving. Realizing that what you thought your job was may not be what your organization actually needs from you can be extremely upsetting.

Lionel was furious. “We were supposed to be equal partners!” he explained, telling me (Bill) how he had brought the idea to his business partner, Edgar, and had convinced him that the gene-splicing approach he proposed was really breakthrough. They were both going to contribute, and would co-lead the organization. “Now, it's as though this was his idea all along, and I'm excluded from meetings I should be in!”

After a few ...