Stanford expert shares best way for introverts to succeed in the workplace

Scientific research supports the idea that extroverts fare better at workplace communication than introverts, who are often at a drawback in a world that values outspokenness and assertiveness. But it doesn’t always have to be that way. A Stanford University lecturer and communication expert has shared the number one way in which introverts can gain influence in the workplace, without attending every single social event.

According to Matt Abrahams, the key to gaining workplace influence is engaging specific people around you. Abrahams calls these people your “audience” – and they can be your bosses, colleagues or clients.

“The biggest mistake people make in their communication is they don’t focus on the needs of the audience,” Abrahams tells CNBC Make It. “Attention is the most precious commodity we have in the world today. If I’m not tailoring my message to you, you’re not going to pay attention to it.”

“You need to know your audience. You have to talk to them, listen to them, observe them … You have to learn what’s important to people, then tailor your message to them,” says the Stanford lecturer.

So how do you figure out what’s important to your audience?

You do it by focussing on the three “R”s, according to Abrahams: reconnaissance, reflection and research.

Reconnaissance entails observing how your colleagues interact and what their interests are. Abrahams recommends mirroring their communication style – “You have to understand their goals, their KPIs,” he says.

Research, he says, includes certain tips to draw your listener in. For example, studies show that using the other person’s first name helps them stay focused. The same goes for using inclusive language, like the words “us” or “we”. Some studies have also found that using the present tense works better when making recommendations.

Finally, Abrahams says it is useful to reflect on your interactions with others. Reflection can help you figure out where you went wrong – if you audience did not respond well to your approach, reflect on how you can change your communication style.