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.