Influencing

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

Influencing Styles Assertive Persuasion 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

Reward (and Punishment) 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)

Participation and Trust 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

Influencing Styles Common Vision 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

PUSH Push Characteristics Strategy 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

PULL Pull Characteristics Strategy Characteristics State your view 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

PUSH PULL Choosing Your Style For fast results To gain commitment 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

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

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