The five barriers:
- Lack of relationships
- Poor credibility
- Miscommunication
- Contrary beliefs
- Conflicting interests
Credibility is not something you have. It is something endowed on you.
Any time you meet someone, establish rapport. Discuss common goals, etc. Lincoln took the same interest in everyone - be they high in rank or a lowly employee.
Face time really matters.
Credibility has 3 ingredients:
- Competence
- Expertise
- Trustworthiness
Being known as a top performer really helps.
If people do not believe you have the expertise, your presentation is irrelevant. If that is the case, research the topic well, and present data from sources that your audience considers as credible. Send attachments with all your data.
If you have authority, ensure the people beneath you feel your authority is legitimate.
Trustworthiness: The main ingredient is to be consistent in what you say and what you do.