Being able to influence others, to orchestrate support, and to inspire trust and confidence are the hallmarks of political skill (Ferris, Davidson, & Perrewe, 2005). Communicating effectively is how those activities are accomplished. People’s attitudes can be changed when they come in contact with information that alters their beliefs. This provides us with the opportunity to design the messages we write and speak in ways that can influence how people think. According to Perkins (2008), there are three ways to persuade someone about an issue:

Speaking or writing to persuade is different from communicating to only share information. The goal of informational communications is to have your audience remember specific facts. The goal of persuasive speaking or writing is to have your audience draw a conclusion about information to get them to believe something or take action (Young & Travis, 2008). Persuasion happens over time, but you may only have an e-mail, a short meeting with a policymaker, or a chance encounter in an elevator to convince someone to take action. This means your spoken and written words should be clear, concise, logical, and, ideally, rooted in evidence. When you advocate for solutions to problems by attempting to persuade others to support you or join you, don’t expect success each time. Rejection will occur no matter how effectively you make your case. Rejection can be difficult to deal with, but it demonstrates that you are working to solve problems and can provide you with guidance toward an alternative solution (Kush, 2004).

When we meet another person, we instinctively assess, appraise, and form opinions within about 30 seconds (Boothman, 2000). It is important to recognize this instinct, especially if you are greeting someone with whom you want to obtain support from or assist you in your advocacy efforts. To make a good first impression, do the following:

Many people are uncomfortable attending social events where they know few people (or none). But social events that accompany business meetings, political events, or conferences offer many opportunities for networking. One way to consider these events, rather than with dread or fear, is to approach them with a plan to “work the room.” RoAne (2000) defines working a room as the ability to circulate comfortably and graciously through a gathering of people; meeting, greeting, and talking with as many of them as you wish; creating communication that is warm and sincere; establishing an honest rapport on which you can build a professional or personal relationship; and knowing how to start, how to continue, and how to end lively and interesting conversations (p. xxviii). Working a room isn’t a cold, calculated process, but it does involve some thought and care. Before attending an event, think about what it is you’d like to accomplish. Do you want to learn about a Medicare funding proposal? Do you want to meet people in your professional association? Do you need to find colleagues to work on a grassroots campaign? As you make connections that turn into ongoing professional relationships, or even friendships, you’ll feel better about tackling the next event or meeting on your schedule. Working a room is a new skill for many professionals. Learn from others who are experienced. Watch what they do to move effortlessly between conversations and what they do to make people feel comfortable.

Your mother may have taught you that silence is golden and not to talk to strangers, but those rules are problems at social events (Fine, 2005). “Small talk” lays the groundwork for more substantial conversation and for building relationships. One of the most effective ways to communicate is to assume the burden of introducing yourself to others and initiating a conversation. Many people find it easier to attend social events with a friend; this allays anxiety. If you are alone at an event, consider that there are likely others like you who don’t know other attendees. Take responsibility and initiate conversations with a greeting and an introduction. You may approach an individual or group, introduce yourself, and start chatting about a general topic (the weather, the meeting topic, the food). Some conversations will become interesting, and others won’t. Some groups will welcome you and include you in the conversations, and others won’t. The more you try, the more comfortable you’ll be and you’ll know what works best for you. Box 11-1 demonstrates behaviors that draw people into a conversation.

Etiquette is the set of expected behaviors in social situations that help make the situation go smoothly. Pagana (2008) describes in a book written for nurses how to make introductions and remember names, handle compliments and gossip, and deal with many other social issues. These are all situations where knowledge and comfort with the rules of etiquette make social interactions easier to manage. Being comfortable and competent with etiquette at meetings, when dining, and at work will enhance your communication skills.

Your brief biography can be an important tool to introduce you, and it can be an important networking tool. You may be asked for a brief biography if you are going to be introduced at a meeting or other events. It should be a concise (less than one page) overview of who you are and what you do. Be concise, write in the third person, and briefly highlight your major achievements (Sundquist, 2010). Templates can be found on the Internet. Read the biographies of others when you have the opportunity to locate people who may have similar interests as you.

To make things happen—whether you are at a reception, a congressional hearing, or a meeting with your boss—you often have to ask for things. Whether you are asking for a budget increase for your unit or the support of a policymaker, there are several key points to keep in mind. Your chances of success will increase if you do the following:

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