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Some basic influencing styles

Some basic influencing styles – their strengths and downsides

Influencing style/use of Strengths Possible downside
Logic and data analysis Ensures no detail is missed Can be seen as too precise and controlled – loses out on spontaneity.
“The facts of the matter are” Focuses on facts and data May be dismissive of emotional issues and clues which could lie at the root of the problem.
Aggressive/ critical High energy May result in an aggressive and negative response. “I Win v.You Lose” perspectives. Too direct and blunt in approach for some.
“This report is rubbish” Provides release for the giver Often lacks precision in terms of what is said. Liable to escalate matters.
Use of status Uses formal authority and executive power People may either comply, become dependent, or rebel.
“I’m the boss here” Easy to apply – I am the boss and therefore I expect… Excessive and long-term use might generate sub-optimal results. Resentment and sabotage can soon follow.
Friendship and empathy Develops friendly relationships and builds strong team spirit If not done might well be viewed as insincere or even manipulative.
“Could you do me a favour please?” Easy to appeal to May be less effective when tough decisions have to be made. If overdone might be viewed as a sign of weakness by others.
Influencing style/use of Strengths Possible downside
Supportive approach Encourages individuals. Builds on their ideas. May be seen as taking sides or having favourites.
“We can both benefit” “Can I help or support you on that..helps build networks and alliances. Possible downside might be felt to provide no direction or guidance.
Listening/ questioning to obtain opinions/ views People feel their ideas are valued May cause anxiety if the questioning is too tough or persistent.
“What are your views” Leads to a full understanding Has to be supported by commitment and action otherwise constant questioning may cause irritation.
Being open and revealing oneself Projects honesty which may facilitate full understanding. Can be seen by some as overly emotional and lacking in ‘professionalism’ too ‘touchy feely’.
“Can I be honest with you” Promotes high levels of trust May result in a “Let’s stick to the facts!” type response – not rational enough!
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