The 6 Patterns of Technology Diplomacy
posted by Anna Mar, November 03, 2011
IT folks like patterns. They even like anti-patterns.
Patterns are a useful way to describe technology — are there any other potential uses?
Patterns of Technology Diplomacy
Patterns can be used to describe the ability to influence.
There are 6 basic methods of influence — I will leave it for you to decide if they're patterns or anti-patterns.
1. Persuasion
This is the most direct method of influence — argue your point (e.g. meetings).
2. Bargaining
Negotiating (e.g. contract negotiations with a vendor).
3. Friendship
It's much easier to influence your friends. Individuals who establish a network of personal relationships have greater ability to influence (e.g. let's do lunch).
4. Social Proof
It's a common psychological phenomenon known as social proof — the belief that people who are closer to the situation have better judgement. Social proof is known to strongly affect choices. It's an excellent influencing tool (e.g. instead of making recommendations directly — have a consultant from a top firm make them).
5. Coercion
Using fear and threats to influence (e.g. if we don't upgrade this hardware your downtime's going to be 30% next year).
6. Compulsion
Establishing binding contracts and agreements (e.g. SLA).
Level 2 Patterns
These are the high level (level 1) patterns of influence. If you're an IT manager you've probably used all 6 at times in your career.
There are thousands of level 2 patterns of influence (e.g. negotiation patterns).
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