Members grow influence at New York Metro event
Wednesday, April 15, 2015
Posted by: Barbara Francella
Greek philosopher Aristotle offered a formula for
influencing people – ethos, logos, pathos or credibility, logic and emotion --
that today's leaders should use to build their own sphere of influence, Risa
Mish, faculty director of Cornell University's Johnson Leadership Fellows
Program, told more than 200 NEW members and supporters at the NEW New York
Metro learning event, April 14, 2015.
"Influential people are perceived as credible, are able
to make a logically sound pitch and connect emotionally with the people they
are trying to influence," Mish told the crowd at the Liberty House
Restaurant in Jersey City, New Jersey. "It's not enough to win over minds,
you need to win over hearts. If you want to move up in your company, you need
to be perceived as having all these [traits]."
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Of the three, credibility is "by far the most
important," Mish said. "The minute your audience perceives you as lacking
in credibility, you're done. But the flip side is, if you are perceived as
credible, you are given a little leeway on the other two traits."
Mish offered her own formula for credibility: Know who you
are, know what you are doing and do what you say you'll do. "It's a simple
formula that turns out to be very hard to execute. Most people are walking
around with no earthly idea who they are."
Central to knowing who you are is knowing what you value and
what you stand for. "The freedom that comes with being clear about what
you value is transformative," she said. "You can't be credible
without knowing your core values."
Core values are the
values you cherish and have chosen for yourself. "I’m not talking about
the core values your company puts on its website or on a plaque on the wall,"
Core values – such
as family, freedom, honesty, loyalty, gratitude, hard work, tolerance and peace
– are the values you act upon consistently. "These are the values you have
either sacrificed or would sacrifice for."
emotional intelligence, Mish offered attendees a rapport-building checklist:
Smile, eye contact, mirror body language, listening, discovering areas of
similarity, identifying the other person's sensory preference and matching your
language to that person's sensory preference.
delegations to the event included Acosta Sales & Marketing, Altria,
Deloitte, Johnson & Johnson, Kraft Foods Group, Mondelēz International,
Nestlé Group, PepsiCo Inc., Stop N Shop Supermarket Company, Unilever and
Wakefern Food Corporation.
NEW New York Metro
Co-Chairs Scott Glovier of CSD Copackers and
Ann Nichols of Stop & Shop
celebrate another successful learning event.