4 Steps to Influence Others’ Assumptions

After meeting Carolyn Kepcher, I’ve been thinking a lot about career advice. Ultimately I came to the conclusion that what I was looking for is a way to control the assumptions others make about me.

I was fortunate enough to discuss this with Anne & Charlie Kreitzberg, authors of Critical Thinking University, who explained that it’s important to first understand how people cognitively look at things. Generally speaking, we tend to think in patterns. When we get conflicting information there are two things that can happen:

1. The conflicting information can be kept isolated, as an exception.
2. The conflicting information is integrated, until slowly the pattern may fade.

For example: Bob holds the assumption that all young people are self-centered and inexperienced. When Bob meets Jill, a young MBA student who has an impressive resume he may think Jill is the exception. If Bob meets enough young people like Jill his assumptions about young people will no longer fit a pattern. His assumptions may change.

Well, after asking a lot of questions I achieved what I set out to do. Here is my recipe to address & influence the assumptions others make:

1. Be confident.
2. Articulate. You should articulate your ideas, plans, achievements, etc. As Anne Kreitzberg explained, it’s also important to signal people. That is acknowledging someone’s assumptions and then articulating a plan. For example you could say:  “I know you may have doubts but I enjoy giving presentations. I plan to invite 15 potential clients, provide coffee and present this project we’re working.”
3. Follow Through. It’s important to do what you say you will. It doesn’t hurt to signal someone again, drawing attention to the accomplishment. For example, “Thank you for giving me the opportunity to speak with X Group.  I got positive feedback on the presentation and 6 companies would more information.”
4. Repeat. Going back to how people perceive information, repetition will help create a pattern.

At first, I thought if I asked enough people for advice, someone would share the magic recipe for success. What I came to realize, is that there is no magic. When we walk into situations, there will always be assumptions. This is my recipe for how to address and influence those assumptions but believe me, this isn’t magic. A variation of this recipe will work in every situation but it will take a lot of work and repetition is key.

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Editor’s Note: This is a guest post by Elizabeth Pauker-Silva