For project managers

an inquiry into the delicate art and science of influencing others

Truly successful project managers are both masters of technical skills and masters in soft skills. This paper looks beyond a project manager's technical acumen to discuss the vital skill--the science and the art--of influencing others and the impact that this skill has on selling projects and leading teams. In doing so, it details seven types of power--coercive, connection, expert, information, legitimate, referent, reward--that were studied in a survey assessing why and how individuals respond to the influence of others, a survey that involved 146 individuals who were either project managers or professionals involved in projects. It then analyzes the findings, identifying the rank of each power type in relation to influencing others and explaining these findings in relation to managing project teams and performing the project manager's project responsibilities.
member content locked

Become a PMI member to gain access

or Join

Advertisement

Advertisement

Related Content

  • PMI Sponsored Research

    Digitalization as a Game Changer in Project Stakeholder Management member content open

    By Kier, Christof | Huemann, Martina This research work aims to discuss contemporary project stakeholder engagement and examines how digitalization shapes and affects the field.

  • Project Management Journal

    How Power Influences Behavior in Projects member content locked

    By Wynn, Conor | Smith, Liam | Killen, Catherine Taking a case-study approach, we traced the thoughts of project managers subject to power, particularly those who resisted.

  • Project Management Journal

    The Effect of Political Skill on Relationship Quality in Construction Projects member content locked

    By Wang, Dedong | Liu, Yang This study aims to investigate the relationship among political skill, cooperative conflict management styles, and relationship quality.

  • Project Management Journal

    Befriending Aliens member content locked

    By Matinheikki, Juri | Naderpajouh, Nader | Aranda-Mena, Guillermo | Jayasuriya, Sajani | Teo, Pauline Public–private partnerships (PPPs) achieve legitimacy in the form of social acceptance from diverse audiences and stakeholders.

  • Project Management Journal

    Effects of Project Leader Workplace Anxiety on Project Team Member Organizational Citizenship Behavior member content locked

    By Wang, Linlin | Lin, Han | Jiang, Wan This study investigates how and when project leader workplace anxiety influences project team member organizational citizenship behavior.

Advertisement