+Influencing Through the Written Media

Tsun-Yan Hsieh and Huijin Kong

Chapter 11 in Positive Influence:The First and Last Mile of Leadership, 2023, pp 171-185 from World Scientific Publishing Co. Pte. Ltd.

Abstract: One could make a compelling case that written media is more challenging than a live dialogue.While the overall principles of positive influence apply to written media, written media (e.g., memos, emails, SMS, and other messaging apps) have unique characteristics that require extra anticipation of what is on the minds of the people you are seeking to influence, the pressures they face, and also the dynamics from the evolving context. As opposed to a live conversation, you cannot see the person’s reaction nor intervene in real time to correct a misimpression or manage a strong reaction. People’s reactions can range wildly, from silence to forwarding it to somebody else, or even posting it on the Internet; immediate, open feedback and exchange is not to be assumed. Compared to live interactions, when using written media, your own and the other people’s being are more opaque, making it even more challenging to determine if what is written is how people feel and if it aligns with their being and how they feel about the underlying issues (e.g., how a project’s outcome affects the person’s sense of identity). Lastly, you must pay extra attention to pace, via consciously deciding when to reply, wait and see, or go silent, since you don’t have the other person’s response to pace you…

Keywords: Influence; Outcomes; Context-Pressures-Judgments; Task-Relationship; Think-Feel-Do; Insight & Inquiry; Seeing and Sensing; Moments; Leadership; Persuasion; Inspire; Conative; Pressure Point; Inner Being; Mental Model; Habit of Mind (search for similar items in EconPapers)
JEL-codes: D23 L21 L22 M1 M14 (search for similar items in EconPapers)
Date: 2023
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