Mastering Influencing Styles for Effective Communication

1. Influencing

2. Influencing Styles PULL PUSH Directive (I tell you what you should do) Participative (We work on the problem together)

3. Influencing Styles • Logic, fact opinion and debate • Not afraid to stick neck out • Persistent and enthusiastic • Ingenious in support/rebuttal • May not listen to others points • High verbal fluency • Active in discussion • Focus on persuasive behaviours Assertive Persuasion

4. Influencing Styles • Use of pressure and incentives to control • Use of power, status and authority • Use of praise and criticism • Approval/disapproval • Moralistic judgements • Focus on assertive behaviours Reward (and Punishment)

5. Influencing Styles • Involves others in decision making • Values the efforts of others • Reduced supervision • Commitment • Atmosphere of mutual trust • Understanding and openness • Active listener • Focus on strengths • Gives credit • Focuses on listening and involving behaviours • Pull style Participation and Trust

6. Influencing Styles • Shared vision by collective support • Appeals to hopes, values and aspirations • Common purpose • High verbal fluency • Looks to the future • Common goals and ideas • “We” • Enthusiastic and excited • Focus on “visioning” behaviours Common Vision

7. Push Characteristics Harrison PUSH Strategy • Set the scene, identify issue & make proposal • Invite reactions • Summarise & check understanding • Deal with objections • Agree outcome Characteristics • More talking then listening • Rational arguments - facts not feelings • Influencer works alone • Focus on quick results

8. Pull Characteristics Harrison PULL Strategy • State your view • Clarify others’ views • Explore and discuss • Look for a solution • Come to joint agreement Characteristics • Listening, questioning and then some talking • Understanding needs and getting to know people • Influencer works with others, using networks and coalitions • Focus on long term co-operation

9. Choosing Your Style PUSH • Problem is clearly and easily defined and agreed • High personal credibility • An emotionally neutral environment • It fits with cultural expectations PULL • The problem is difficult or complex • Your credibility is not high • You are dealing with emotional resistance • You want commitment to a course of action For fast results To gain commitment Harrison

10. MBTI and Influencing- E/I & S/N Sandra Krebbs Extraverts • Project energy, enthusiasm • Speak up (project voice) • Use non-verbal behaviour • Be action-orientated - a doer! Introverts • Present your idea in writing beforehand to allow time for reflection • Don’t expect an immediate reaction • Take time for 1:1 or small group interaction • Build trusting relationships Sensors • Be factual • Document successful applications • Reduce risk factors • Work out details in advance • Show why it makes sense Intuitives • Give the global scheme • Don’t let the opportunity pass • Be confident and enthusiastic • Indicate challenges • Point out future benefits

11. MBTI and Influencing- T/F & J/P Sandra Krebbs Thinkers • Be logical • State principles involved • Stress competent handling of issue • Be well-organized • List the costs and benefits Feelers • Mention other proponents • Be personable and friendly • Indicate how it is helpful • Tell why it’s valuable • Show how it supports personal goals Judgers • Plan ahead • Set deadlines and live by them • Be ready to make decisions when necessary • Avoid inappropriate jokes or diversions Perceivers • Be flexible • Listen for new information • Don’t demand immediate answers • Leave matters open-ended for as long as possible