Tips for Building Support for Your Ideas

Show how people will benefit. As you think about presenting your idea, ask yourself, "What's in it for Jose or Marcia?" An old rule of salesmanship says that people are far more likely to do something if you can make it clear how they will benefit. For example, when you talk to a colleague for whom recognition is a big concern, you might say, "If this project goes well, it will be great for you. It will show people that your reputation as somebody who can get the job done is very much deserved."

Or, if you're talking to a colleague who may be less comfortable about taking risks, you might say, "One of the good things about this idea is that it will make it easier for both of us to do our jobs -- and it fits into the President's latest memo encouraging teamwork."

Anticipate resistance. Respond to your colleagues' objections even before they raise them. Talk about the positive features of your idea first, then bring up possible negatives. If you sense that the people you're trying to convince may be jealous of your idea -- or may need to assert their power in opposition to you -- give in on some points early in the discussion.

Above all, be respectful of objections and objectors. Don't try to overcome people's criticism by bullying or showing them the error of their logic or philosophy. Say instead, "You've pointed out a number of potential pitfalls that we should look out for. Let's consider some of the opportunities this would present."

Express your appreciation. Saying thank-you has more impact if you do it in writing. Whether you've gotten your coworkers to agree with you on a plan to take used toner cartridges from your office to a local recycling center or created a successful collaboration with several offices or departments, thank-you notes to those who supported you are important and will be appreciated. Official reports, programs, ceremonies and public events also provide good opportunities to recognize people's contributions.