How to influence people

Pierce Brosnan, as James Bond, knows all about charisma.

Former United States President Bill Clinton has it, as does actor Pierce Brosnan as James Bond. Charisma, most people would agree, is something people are born with, something that can't be acquired. But maybe it can.

Research in Britain suggests that charisma happens when people have an exceptional ability to induce their own emotions and feelings in others. One person's enthusiasm or confidence infects those around them and spreads. Such charismatic people tend to make effective leaders.

A survey by Professor Richard Wiseman, a psychologist at the University of Hertfordshire, examined the theory of emotional contagion - the ability to infect others with your own emotional state.

"Charisma is hard to pin down," Wiseman says. "We all have a sense of someone having it but it is difficult to explain why."

Those taking part in the survey completed a questionnaire designed by Professor Howard Friedman, of the University of California, that identifies the degree to which people can induce their own emotions in others. They were asked, for example, if they touched people on the arm when they talked to them, enjoyed being the centre of attention, and could remain still when they heard dance music.

Wiseman says a clear relationship emerged between charisma ratings and questionnaire scores, suggesting that highly charismatic people easily and unconsciously telegraph their emotional state to those around them.

"There are loads of studies showing that we unconsciously mimic almost all aspects of other people's behaviour - the rhythm of their speech, facial expressions, posture, body language and so on - and that all of this influences our emotions," Wiseman says.

He says charismatic people have three attributes:

* they feel emotions strongly;

* they induce them in others;

* they are impervious to the influences of other charismatic people.

Charismatic people are skilled at defining the emotional atmosphere and making others feel the same way, and tend to be more expressive, Wiseman says.

He claims you can develop charisma by using an open body posture - not crossing your arms or legs and keeping your hands away from your face. When you talk, hold your hands apart with palms forward or upwards. Let people know they matter, develop a genuine smile, and think about something you like about the person. Nod, and briefly touch people on the upper arm when you talk to them.

Auckland business psychologist Iain McCormick says we are all capable of increasing our level of charisma by 30 per cent. "If you have no charisma you can learn to get a little, if you have some charisma you could increase it."

Charisma, says McCormick, can be learned.

"It is tied to leadership. In its true sense, charisma is a compelling quality that makes others want to follow one person. Typical followers look for reverence, devotion and emotional dependence."

McCormick says the characteristics of charisma are trustworthiness, credibility, has high moral ethics, innovation and power.

But surely "power" is something that is given to an employee so they can hire, fire, and make decisions.

"There are other sources of 'power' that charismatic people have, beyond that given by an employer," McCormick says. "They may have the power of expert knowledge and so will be so well regarded that people will follow them.

"They can have power by just showing a degree of commitment and passion for a job, which makes other people want to follow them as well.

"Charismatic people are also skilful actors in that they able to draw and hold a crowd.

"But there is dark side, too. Hitler was an incredibly charismatic leader, his followers had a complete desire to obey."

So if you have lots of followers then you must have charisma?

"Charisma is the desire of people to follow the leader," says McCormick, "and is as much to do with the nature of the relationship between the leader and the team members as it is to do with the person themselves." 

Take our test and discover if you have charisma 

Answer each question: Yes, uncertain, no.

1. Do people tend to notice you when you walk into a room?

2. Are you able to keep calm when those around you lose their temper?

3. Are you comfortable with being a group leader?

4. Would you describe yourself as being open to unconventional ideas?

5. Are you able to energise a group with your enthusiasm?

6. Do you believe that almost any situation can be changed for the better?

7. Do you find it easy to simplify complicated ideas and concepts?

8. Would you describe yourself as being passionate about the areas of your life that matter most to you?

9. Do other people tend to describe you as articulate?

10. Do you find it easy to hold other people's attention when you are talking to them?

Supplied by Professor Richard Wiseman

How you rated 



Most people score between 5-7 yes scores, with highly charismatic people scoring 8, 9 or 10.

If you answered yes to fewer than 5 then it's time to start developing your charisma.