Sarah Meyers McGinty, in her useful new book Power Talk: Using Language to Build Authority and Influence, argues that while the simple lingual act of declaring power does not help a powerless person gain influence, well-considered linguistic techniques and maneuvers do. McGinty does not dispute the importance of factors such as expertise and ability in determining stature, but argues persuasively that these power determinants amount to little in a person unable to communicate effectively. Management theorists share McGinty's view that communication is essential for success and many surveys have shown that the ability to communicate effectively is the characteristic judged by managers to be most critical in determining promotability.
McGinty divides speech into two categories: "language from the center" and "language from the edge". In McGinty's words, "Language from the center makes a speaker sound like a leader." McGinty suggests that not only is language from the center for those in high positions of power, but it is also for those of lower ranks who wish to gain more power and credibility. A speaker using language from the center exhibits the following: he directs rather than responds; he makes statements rather than asks questions; he contradicts, argues, and disagrees; he uses his experience persuasively; and he maintains an air of impersonality in the workplace. McGinty suggests that the use of language from the center can alter or create a new balance of power. These assertions are supported by studies that show that people accept leadership from those they perceive to be experts.
Language from the edge stands in stark contrast to language from the center. Language from the edge is careful, exploratory, and inquiring. It is inclusive, deferential, and collaborative. A speaker using language from the edge responds rather than directs; asks questions; strives to make others feel heard and protected; and avoids argument. The main purpose of language from the center is to claim authority for a speaker, while language from the edge strives to build consensus and trust. McGinty argues that true power comes from a deep understanding of when to use which style and the ability to use both as necessary.
What distinguishes McGinty's discussion of effective communication is her focus on communication skills as a way of gaining power; this contrasts with most general management theory, which focuses on communication skills as a way of preventing misunderstandings, avoiding conflict, and fostering interpersonal relationships. McGinty, however, holds that language not only helps maintain relationships but also lends authority. According to Power Talk, effective communication skill "is an understanding of how situation shapes speech and how speech shapes situation" and "an understanding of how speech styles and the forces that affect those styles . . . can build your authority, and enhance your credibility and impact."
McGinty divides speech into two categories: "language from the center" and "language from the edge". In McGinty's words, "Language from the center makes a speaker sound like a leader." McGinty suggests that not only is language from the center for those in high positions of power, but it is also for those of lower ranks who wish to gain more power and credibility. A speaker using language from the center exhibits the following: he directs rather than responds; he makes statements rather than asks questions; he contradicts, argues, and disagrees; he uses his experience persuasively; and he maintains an air of impersonality in the workplace. McGinty suggests that the use of language from the center can alter or create a new balance of power. These assertions are supported by studies that show that people accept leadership from those they perceive to be experts.
Language from the edge stands in stark contrast to language from the center. Language from the edge is careful, exploratory, and inquiring. It is inclusive, deferential, and collaborative. A speaker using language from the edge responds rather than directs; asks questions; strives to make others feel heard and protected; and avoids argument. The main purpose of language from the center is to claim authority for a speaker, while language from the edge strives to build consensus and trust. McGinty argues that true power comes from a deep understanding of when to use which style and the ability to use both as necessary.
What distinguishes McGinty's discussion of effective communication is her focus on communication skills as a way of gaining power; this contrasts with most general management theory, which focuses on communication skills as a way of preventing misunderstandings, avoiding conflict, and fostering interpersonal relationships. McGinty, however, holds that language not only helps maintain relationships but also lends authority. According to Power Talk, effective communication skill "is an understanding of how situation shapes speech and how speech shapes situation" and "an understanding of how speech styles and the forces that affect those styles . . . can build your authority, and enhance your credibility and impact."
