Definition of Influence, together with High, Overused & Low behaviours and some Advice on how to Develop this competency (5:08 mins) Copy

Ability to convince and persuade others effectively to achieve mutually beneficial outcomes.

Advantages when Influence is High:

  • Encourages others to see your point of view patiently
  • Handles challenges with others to gain buy-in
  • Guides others when they are in doubt
  • Persuades others into action with facts & explanations
  • Integrates other’s views into the plan clearly

Risks when Influence is Overused:

  • Invests time forging partnerships and forsake task oriented issues
  • Gains others acceptance by being overly diplomatic
  • Strives to incorporate everyone’s needs and wants which lead to delays in making decisions
  • Overly explains and analyses to get point across
  • Invests too much time seeking a win-win situation

Risks when Influence is Low:

  • Possible aggression when others have different views
  • Dominates, threaten or manipulate others to achieve buy-in
  • Resistant to grey areas and somewhat inflexible
  • Expects others to adjust to your plan or agenda
  • Rather prescribe than ask questions, reason or persuade

Development Advice:

  • Take the time to have conversations with people and find out what is truly important to them. Do not assume this.
  • When making important decisions, consider the opinions of others and compare them against your own. Consider the different permutations, and weigh the pros and cons.
  • Use different influencing styles like assertiveness, persuasion with facts/logic, encouragement with patience and facilitation.
  • Use real case-studies, biographies and stories to emphasize points.