Personal Level Influence
Beginning to understand your influence style
Kate
MikeAttachments
Instructions
Q. What are some of the influencing styles available to us?
Slide – At a high level, here are some of the influencing styles people use:
Rationalizing: Do you use logic, facts, and reasoning to present your ideas? Do you leverage your facts, logic, expertise, and experience to persuade others?
Asserting: Do you rely on your personal confidence, rules, law, and authority to influence others? Do you insist that your ideas are heard and considered, even when others disagree? Do you challenge the ideas of others when they don’t agree with yours? Do you debate with or pressure others to get them to see your point of view?
Negotiating: Do you look for compromises and make concessions in order to reach an outcome that satisfies your greater interest? Do you make tradeoffs and
exchanges in order to meet your larger interests? If
necessary, will you delay the discussion until a more opportune time?
Inspiring: Do you encourage others toward your position by communicating a sense of shared mission and exciting possibility? Do you use inspirational appeals, stories, and metaphors to encourage a shared sense of purpose?
Bridging: Do you attempt to influence outcomes by uniting or connecting with others? Do you rely on
reciprocity, engaging superior support, consultation, building coalitions, and using personal relationships to get people to agree with your position?
(Source: What’s Your Influencing Style? Musselwhite and Plouffe).
Which one do you favour? Pairs.
At a more personal level, there are a number of fundamental skills that will help us influence others effectively.
Refer to workbook pages to do a quick self-assessment – where are you strong? Where are you less strong?). Paired share.
EG: Ask questions, understand the other, find out their ‘why’, integrity/values-based versus negative/coercive tactics.
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