Communication is about relationships and messages. When the relationship is good, the message gets across better.
“Before deciding what they think about your message, people decide what they think about you.”
Indeed, in communication, relationships take precedence over content. You may have the best arguments, the best ideas, etc., but if those you need to convince don’t like you, for whatever reason, you will have a hard time getting them accepted and applied. Hence the importance of building formal and informal relationships and networks…
Today, most leaders focus on competence, performance and references. But without first establishing a foundation of trust, they run the risk of creating fear, resentment or envy. It is essential to develop your influence rather than any authority.
According to Harvard Business Review, The best way to gain influence is to combine empathy and (power) balance. In this article, “Connect Then Lead”, the authors analyze research from behavioral economics, social psychology, and other disciplines and offer practical tactics for leaders hoping to project a healthy dose of both qualities.