What’s Your Influencing Style? – Chris Musselwhite and Tammie Plouffe – Harvard Business Review

Nice summary of different strategies of influencing others and followers. This is an important aspect of leadership and all MBAs should know some. The best is to blend them all based on situations.

Analyzing the different influencing tactics, researchers have identified up to nine primary influencing tactics. From our research, we’ve identified five distinct influencing styles: rationalizing, asserting, negotiating, inspiring, and bridging.

Rationalizing: Do you use logic, facts, and reasoning to present your ideas? Do you leverage your facts, logic, expertise, and experience to persuade others?

Asserting: Do you rely on your personal confidence, rules, law, and authority to influence others? Do you insist that your ideas are heard and considered, even when others disagree? Do you challenge the ideas of others when they don’t agree with yours? Do you debate with or pressure others to get them to see your point of view?

Negotiating: Do you look for compromises and make concessions in order to reach an outcome that satisfies your greater interest? Do you make tradeoffs and exchanges in order to meet your larger interests? If necessary, will you delay the discussion until a more opportune time?

Inspiring: Do you encourage others toward your position by communicating a sense of shared mission and exciting possibility? Do you use inspirational appeals, stories, and metaphors to encourage a shared sense of purpose?

Bridging: Do you attempt to influence outcomes by uniting or connecting with others? Do you rely on reciprocity, engaging superior support, consultation, building coalitions, and using personal relationships to get people to agree with your position?

via What’s Your Influencing Style? – Chris Musselwhite and Tammie Plouffe – Harvard Business Review.

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