How,Effectively,You,Influence, business, insurance How Effectively Do You Influence?
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Are you aware of your influence effectiveness? Do you knowif you are using the most appropriate influence strategiesfor your role, for your audience, and for the situation? Are you able to use the appropriate influence strategieseffectively? These are questions that every leader shouldaddress and answer.We communicate to influence others. We are either on thegiving or the receiving end of an endless stream ofinfluencing, persuading, requesting, demanding, cajoling,exhorting, inveigling and manipulating each other to furtherour ends. Think about how many times a day you requestothers to do things, seek buy-in to a strategy, encouragegreater productivity, suggest how people should think aboutthings, or offer thoughts on attitudes or behaviors othersneed to change.While there are a number of relationship managementabilities critical for people who want to be outstandingleaders, influence is the core competency in the domain ofrelationship management according to the Hay Group, creatorsof the Emotional Competence Inventory.Influence effectiveness depends on a combination of factorsincluding: choice of influence tactic, your skill at usingthe tactic, your organizational power base, and yourpersonal power base. There are ten common influence tacticsthat people can use ethically: *Legitimizing referring to or using recognized authority *Logical Persuading using logic to persuade the influencee. *Appealing to Friendship asking friends for favors or assistance *Socializing establishing rapport to find commonalities and to build a connection *Consulting presenting a problem and asking for the influencees input *Stating boldly and directly stating what you want, believe, or need *Appealing to Values inspiring cooperation by appealing to values, emotions, or feelings *Modeling setting an example for others to follow *Exchanging giving something of value to the influencee in return for something you want *Alliance Building building an alliance of supporters who can help you influence othersNote that there are four common ways that people can and doinfluence without integrity. These include: avoiding,manipulating, threatening, and intimidating.We have personality style preferences for how we perceiveand process information that predispose us both to usecertain influence strategies naturally and to be morereceptive to some than to others. However, each influencetactic requires a unique set of skills, which can be learnedif you dont come by them naturally. In choosing a tactic,you need to know what the situation requires as well as howand to what your listener responds. For example, does yourlistener make decisions based on logic or based onpeople-centered values? Do they value affiliation and aparticipatory approach or do they respond more to legitimateauthority?Influence skills include a number of verbal skills such asasserting, probing, persisting, speaking conversationally,and willingness to ask for favors. Yet, equally importantare non-verbal skills such as conveying energy andenthusiasm, using a compelling tone of voice, usingauthority without appearing heavy-handed, sensitivity toothers feelings and needs, and building rapport and trust.As a leader, it behooves you to have an accurate assessmentof your influence effectiveness. You can do this bestthrough a formal 360-degree assessment or short of that, askyour colleagues and friends for feedback, both positive andconstructive, on how they perceive your influence skills.(c) Copyright 2003. Manya Arond-Thomas, all rights reserved.
How,Effectively,You,Influence,