1. Influencing

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

3. 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

4. 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)

5. 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

6. 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

7. 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

8. 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

9. 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

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