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UP: Influence Power and the U Perspective-- The Art of Getting What You Want

Sunday, November 4, 2007

What is the U Perspective and Why Do You Care


Someone's U Perspective is how they see the world-- what they care about. Their U Perspective will inform the way an individual sees a particular situation and how they are likely to respond to it. How someone else views what is going on may be very different from how you see it.

There are specific techniques that can help you determine someone's U Perspective. Once you take the time and effort to understand someone, you can determine what motivates them generally and what will motivate them under the circumstances. That might be money, friendship, status, helping others or any of a number of other motivators. That allows you not only to predict what they are likely to do, but also to affect their behavior.

If you correctly understand someone's U Perspective and operate from it in a non-judgmental way, you will be in sync with what they are thinking and therefore will be able to influence their actions. Their point of view - their U Perspective - lets you know what they need and want. If you can provide that to them in a way that suits my needs as well, I can create a mutually beneficial solution. In negotiating or sales terms, this is a win/win solution. In leadership terms it is how you gain buy-in from your employees. In reality it is more powerful than either of these concepts. Everyone’s values are respected and solutions are found that are expressly suited to each individual’s wants and needs.

This is especially true in terms of how a prospective boss see a candidate. If you understand their U Perspective you know which of your skills and experience to emphasize when you are being interviewed. Hiring manager's are typically motivated by the need to solve the most immediate challenges they are confronting. If you can show someone how you can help them solve the problems that are keeping them awake at night, you are well on your way to getting the job or the promotion you seek.

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