Persuasive management: advantages, disadvantages and best practice

Management is the lifeblood of any business. Effectively managing your resources by planning, organising, directing and controlling is what separates a successful business from one that is struggling to make headway. In a constantly changing environment, effective management is essential to maintain your competitiveness.

Every company and every team needs its own management style. From directive management, which provides a solid structure, to participative management, which promotes collective commitment, each method has its strengths and limitations. Find out how our management consulting expertise can help you find the best approach for your organisation.

SUMMARY

1. Definition and principles

2. 5 advantages of persuasive management

3. 5 disadvantages of persuasive management

4. When should you use persuasive management?

5. 10 tips for applying persuasive management

6. To remember

Definition and principles

There are different types of management in companies and within teams. Persuasive management, or paternalistic management, relies on the manager's charisma and communication skills to motivate employees to achieve the company's objectives. In contrast to directive management, it emphasises active listening and explaining decisions, seeking to obtain the support of employees rather than imposing strict directives. This management style, while retaining final decision-making power, emphasises trust and motivation by explaining the reasons for decisions and demonstrating their benefits for the team and the organisation.

« The deliberation must be multiple; the decision alone. »

Peter Drucker

5 advantages of persuasive management

1. Increased employee motivation :

• By valuing communication and listening, employees feel heard and valued, increasing their commitment.

2. Improving team cohesion :

• This style fosters an atmosphere of trust and collaboration, strengthening team cohesion.

3. Reducing staff turnover :

• Employees who are listened to and valued are less likely to leave the company, thereby reducing staff turnover.

4. Improving communication :

Open and transparent communication improves clarity of expectations and reduces misunderstandings.

5. Enhancing creativity and innovation:

• By listening to employees' suggestions, managers encourage creativity and innovation.

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5 disadvantages of persuasive management

1. Waste of time :

• Taking the time to explain decisions and discuss them with employees can slow down the decision-making process.

2. Risk of endless debates :

3. Difficulty maintaining authority :

• An overly consultative style can make the manager less decisive, affecting authority and discipline.

4. Risk of suboptimal decisions :

• Trying to please everyone can lead to compromises that undermine efficiency.

5. Manager fatigue :

• The time and energy required for this style can be exhausting for the manager.
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When should you use persuasive management?

1. Innovative project management :

• Encourages innovative ideas and solutions, ideal for research and development.

2. Phases of transition and change :

• Gains employee support and minimises resistance to organisational change.

3. Launching new products or services:

Helps align the team with objectives and ensure effective collaboration.

10 tips for applying persuasive management

According to a Hello Work study, listening (45%), respect (41%), leading by example (37%), trust (37%) and teaching (35%) are the essential qualities of a good manager in the 21st century.

1. Develop your communication skills:

Be clear and concise in your explanations. Make sure your messages are clearly understood by all the members of your team.

2. Practise active listening:

Pay particular attention to employees' concerns and suggestions. Show that you take them into account by responding thoughtfully.

3. Lead by example:

Behave in an exemplary and professional manner. Your team will be more likely to follow you if you embody the values and work ethic that you represent.

"Nothing is as contagious as example."
La Rochefoucault

4. Value contributions:

Recognise and reward your employees' efforts and innovative ideas. Positive reinforcement is essential to keep them motivated.

5. Involve the team in the decision-making process:

Encourage your employees to take part in making important decisions. This strengthens their sense of belonging and commitment.

6. Explain the ‘why’ behind the decisions:

Take the time to explain the reasoning behind each decision. This will help employees understand the importance of their role and the company's objectives.

7. Create an environment of trust:

Be transparent in your communications and respect each other's opinions. Trust is the foundation of effective collaboration.

8. Train your employees:

Invest in developing the skills of your team. Well-trained employees are more empowered and contribute more to innovation.

9. Encourage innovation and creativity:

Make sure people feel comfortable coming up with new ideas. Create a space where innovation is valued and mistakes are seen as learning opportunities.

10. Maintain balance:

Adopt a flexible approach. Although the persuasive style is effective, in times of crisis it may be necessary to make decisions quickly and without consultation. Adapt your leadership style to the circumstances to ensure effectiveness.

By following these tips, you can use persuasive leadership effectively, taking advantage of its benefits while minimising its drawbacks.

To remember:

Persuasive management combines leadership and collaboration, seeking buy-in from employees while retaining ultimate responsibility for decisions. It builds team cohesion and motivation and creates a positive and productive working environment. However, it requires balance to avoid endless debate, sub-optimal decisions and manager burnout. Used properly, it promotes long-term growth and success for the organisation.

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