01. The Core Idea
Influence isn’t persuasion; it’s design. Outcomes aren’t won by charisma; they are the result of the conditions you create. The ability to move a room is determined before you walk in.
Don’t argue; build. The design of the room, the sequence of the conversation, and the clarity of the decision determine the outcome. Leaders design the conditions; they don’t just perform within them.
The “room” is where influence is executed—any forum where decisions are made and commitments are tested. Mastering the design of the room is the core skill.
02. The Three Layers
Is it clear what’s being decided — and why it matters? Without signal, you get motion without direction.
Is there enough trust for people to say what they mean? Without safety, you get agreement without commitment.
Is there a clear path from talk to action? Without structure, you get conversation without progress.
03. The Interventions
These are the tools to fix the system. Use them based on your diagnosis. Don’t just pick your favorites.
Signal Tools
- Frame as a Decision: Turn "updates" into direct questions.
- Start with a Draft: Never start with a blank page.
- Ask One Question: Break compound questions into single ones.
Safety Tools
- Invite Disagreement: Ask for the counterargument early.
- Connect Before Content: Use a 3-minute ritual to build trust.
- Rebalance Airtime: Actively manage who speaks.
Structure Tools
- Decide in the Room: Don't defer to email.
- Own the Close: Summarize what, who, and when.
- Keep the Rhythm: Standardize the format.
- Name the Silence: Turn pauses into data.