The life sciences are a strongly hierarchical industry, but project managers rarely have direct authority over project team members. The industry also tends to favor people with keen critical thinking skills who challenge assumptions. Therefore, driving your project forward frequently depends on making persuasive arguments to individuals and groups. The following are examples of these groups and the type of challenges which Life Science Project Managers need to leverage 2 key Power Skills - influence and persuasion.

1. Stakeholder Alignment:
   Life Science projects involve multiple stakeholders, including scientists, researchers, regulatory bodies, and executives. Effective influence and persuasion skills allow project managers to align these diverse stakeholders around a common vision, goals, and objectives. This alignment helps streamline decision-making processes and ensures everyone is working towards the same outcomes.
2. Resource Allocation:
   Life Science projects often require significant resources, including funding, personnel, and equipment. Project managers need to influence stakeholders to secure these resources and ensure they are allocated appropriately.
3. Overcoming Resistance to Change:
   Life Science projects often involve implementing new processes, technologies, or research methodologies that may face resistance from stakeholders. Effective influence and persuasion skills help project managers navigate resistance by addressing concerns, demonstrating benefits, and building trust. This helps overcome resistance, leading to smoother project execution.
4. Collaboration and Teamwork:
   Life Science projects involve cross-functional teams, where individuals with different expertise and perspectives come together. Influence and persuasion skills are essential for building effective collaboration and team dynamics. Project managers need to inspire team members, gain their commitment, and foster a culture of collaboration to achieve project objectives.
5. Negotiation and Conflict Resolution:
   Life Science projects often involve negotiations with vendors, partners, or regulatory bodies. Influence and persuasion skills enable project managers to negotiate favorable contracts, resolve conflicts, and reach mutually beneficial agreements.

Luckily for us Life Science project managers, the psychology of persuasion has been extensively studied in recent decades and some well-understood methods have emerged. The following are a few of my favorites.

You're Right:
In a knowledge-based field like pharmaceuticals, the simple act of telling somebody that they're right about something immediately makes them more receptive to whatever you say next. After all, (they think) if you can see how smart they are then you must be pretty smart yourself! The key is honesty - find a point where you genuinely agree and build carefully from there. It's an easy but remarkably effective technique.

The Yes Ladder:
If a colleague thinks your request is too difficult, risky, expensive, etc., ask if they'll support an easier "proof of concept" version first. By succeeding with the smaller project, you build your credibility and make it easier for them to say yes to expanding something that's already working.

We, Not You:
By using the word "we" instead of "you", you're emphasizing that your opinion or strategy is helpful to the whole team (not just your own interests) and you encourage others to think collectively as well. This approach is especially useful for de-escalating when meetings start to get heated.

It's important to emphasize that these methods shouldn't be seen as manipulation of others, but rather as ways to organize your own thinking and communicate it effectively. Seasoned professionals will never be persuaded to agree to a bad idea. If you encounter serious pushback, take it as your cue to influence less and listen more. In the well-known words of Stephen Covey "Seek first to understand and then to be understood."

And remember - persuasion, like any other Power Skill, takes time and practice but it's well worth the effort!