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How to Master
Influencing Without Authority
Sachin Rekhi
@sachinrekhi
sachinrekhi.com
Founder & CEO, Notejoy
After 15 years of product management I realized...
Substance
60%
Style
40%
Great product management is...
Substance
60%
Great product management is...
● customer discovery
● prioritizing a roadmap
● deriving insights from data
Style
40%
Great product management is...
● communication style
● executive management
● influence w/o authority
What it feels like when
you can’t influence
without authority...
All my great ideas and hard
work aren’t appreciated
Too many cooks in the kitchen
are hindering my process
instead of improving it
We have a consensus-driven
organization and getting
decisions made is slow
How do you actually improve your
influence?
By learning the art of...
making a compelling argument
f ● Substance
● Style
● Audience
f ● Substance
● Style
● Audience
f ● Substance
● Style
● Audience
Product
Manager
Software
Engineer
Designer
Tester
Product
Marketer
UX
Researcher
Sales Support
CEO
VP
Product
Legal
Core Product Team
Product
Manager
Software
Engineer
Designer
Tester
Product
Marketer
UX
Researcher
Sales Support Legal
Product Peers
Product
Manager
VP
Product
CEO
Product
Manager
Software
Engineer
Designer
Tester
Product
Marketer
UX
Researcher
Sales Support
CEO
VP
Product
Legal
Shared Resources
Product
Manager
Software
Engineer
Designer
Tester
Product
Marketer
UX
Researcher
Sales Support
CEO
VP
Product
Legal
Executive Stakeholders
f ● Substance
● Style
● Audience
FRAMING
Present a particular perspective to steer
the audience to a desired conclusion
SOCIAL PROOF
Leverage the shared opinion of others to
convince key stakeholders
GOAL SEEK
Redefine your initiative in terms of a
decision maker’s own goals
The elements of style of a compelling argument
INCEPTION
Make another believe the idea was her own
CITATION
Share data, A/B test results, voice of
customer to support your argument
NARRATION
Recast your argument as an engaging story
FRAMING
FRAMING
SOCIAL
PROOF
GOAL
SEEK
INCEPTION
CITATION
NARRATION
FRAMING
Present a particular perspective to steer
the audience to a desired conclusion
SOCIAL PROOF
Leverage the shared opinion of others to
convince key stakeholders
GOAL SEEK
Redefine your initiative in terms of a
decision maker’s own goals
The elements of style of a compelling argument
INCEPTION
Make another believe the idea was her own
CITATION
Share data, A/B test results, voice of
customer to support your argument
NARRATION
Recast your argument as an engaging story
By learning the art of...
engaging in product debates
The best product
debates...
Help refine our solution
Make us better as product
managers
Are intellectually stimulating
But how come they rarely feel like that?
First, seek to understand
Find the fundamental difference
Choose your words wisely
While we know that we disagree
on a product direction or a
product trade-off, what’s the
fundamental difference?
Are we optimizing for differing
goals?
Are we focused on solving for
different target audiences?
Do our perspectives differ on
a fundamental assumption?
Psychological safety
a sense of confidence that the team will not
embarrass, reject, or punish someone for
speaking up
I'm not so sure. My perspective
is
I see where you are coming
from if our goal was X, but I
think that goal Y is the more
pressing one
I think a key assumption you
are making is X, but I think
that's actually not the case
What I've been hearing is
actually quite different from that
I disagree
You are wrong
You don't understand
You're missing the point
I'm the expert here
Substance
60%
Style
40%
Great product management is...
f ● Substance
● Style
● Audience
FRAMING
Present a particular perspective to steer
the audience to a desired conclusion
SOCIAL PROOF
Leverage the shared opinion of others to
convince key stakeholders
GOAL SEEK
Redefine your initiative in terms of a
decision maker’s own goals
The elements of style of a compelling argument
INCEPTION
Make another believe the idea was her own
CITATION
Share data, A/B test results, voice of
customer to support your argument
NARRATION
Recast your argument as an engaging story
First, seek to understand
Find the fundamental difference
Choose your words wisely
Want to learn more?
150+ product essays, videos, podcasts at
sachinrekhi.com

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