Influence at Work

Influence is a powerful tool for gaining momentum and success.

The history of influence spans millennia and springs from humanity’s persistent drive to inspire, persuade, and guide others. Aristotle formalized the art of persuasion into three principles: logos (logic), ethos (credibility), and pathos (emotion). Over centuries, Shakespeare, Dale Carnegie, and social psychologist Robert Cialdini — among others — expanded humanity’s understanding of influence as a blend of art and science.

Influence is the ability to shape or change your audience’s actions, decisions, or behaviors by leveraging external factors such as information, incentives, or emotional appeals. Influence often operates within a specific moment or context, prompting immediate action without necessarily altering others’ underlying beliefs. This fact underscores influence’s practicality in everyday interactions and professional settings: You can influence behavior to achieve desired outcomes even if someone’s attitudes remain unchanged.

Common myths about influence include the belief that providing new information will change someone’s behavior; that you ...