34. How We Gain — Or Give Away — Authority While Speaking

Power & Presence

Jeffrey Pfeffer defines power as the ability to get things done against opposition, a concept crucial for effective communication. He emphasizes that nonverbal cues, such as posture and eye contact, significantly impact how power is perceived. "You have power to the extent that you look people in the eye," he notes, highlighting the importance of expansive posture and forceful gestures 1. These elements contribute to a powerful presence, which can influence relationships and career success.

   

Verbal & Nonverbal Authority

Nonverbal and verbal behaviors are pivotal in conveying authority, especially in hierarchical settings. Jeffrey Pfeffer advises using simple, direct language and avoiding filler words to maintain authority. "You want to speak as if, even though it's not rehearsed, it's been completely rehearsed," he asserts, underscoring the importance of fluency and confidence 2. When communicating with higher-ups, Pfeffer suggests being concise and leading with the most impactful part of your message 3.

   

Influencing Upwards

For those in lower power positions, Jeffrey Pfeffer offers strategies to command attention from superiors. He recommends tailoring messages to align with the interests of those in higher positions and using flattery to build rapport. "There's no amount of flattery, that it's too much," he states, emphasizing the role of admiration in effective communication 3. By showing respect and understanding, individuals can enhance their influence and ensure their messages are heard.