Influence Tactics Assessment

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INFLUENCE TACTICS SELF-ASSESSMENT

When trying to influence another person to do a requested action or task, which response below best describes your behavior? Do not be concerned at this point whether the other person is a subordinate/direct-report, peer or boss/superior. Do your best to differentiate between the various behaviors; that is, make sure you use several 0s, 1s, and 2s.

DIRECTIONS : Using the scales below, please rate each question.

0 = never or rarely do

1 = sometimes with some people

2 = most times with most people

_ 0__1	Confront the other person and demand that the requested action be done promptly.
__0__2	Show the other person how the requested action both meets organizational goals, and also fits with the person’s values and goals.
__0__3	Mention to the other person that a higher authority within the organization also wants the requested action to be done.
__0__4	Offer data or factual evidence as a reason for why the requested action needs to be done by the other person.
__0__5	Offer to do a favor or task that would benefit the other person in exchange for the other person doing the requested action.
__0__6	Express sincere respect and praise to the other person when requesting him/her to do the action or task.
__1__7	Allow the other person to participate in the decision making on the requested action or task.
__0__8	Get several other people to support the requested action before asking the other person to do the requested action.
__1__9	Ask the other person to do the requested action based on your personal loyalty or friendship.
___1_10	Repeatedly remind the other person about deadlines, goals, expectations and consequences until the requested action or task is accomplished.
__1__11	Describe the task with enthusiasm and express confidence in the other person’s ability to accomplish the requested task.
__0__12	Mention to the other person that the requested action should be done based on the company’s strategic plan or mission, its policies and rules, or based on your position or authority within the company.
__0__13	Objectively and logically explain to the other person the reason for the requested action.
__0__14	Offer an extra incentive or reward to the other person for doing the requested action.
__0__15	Compliment the other person before asking him/her to do the action or task.
__1__16	Ask the other person for his/her ideas and input into how he/she should do the requested action or task.
__0__17	Have several people who are in support of the requested action ask the other person to do the requested action.
__1__18	Ask the other person to do the requested action as a personal favor to you.

Add up your points for each of the items in the following manner:

SCORING INSTRUCTIONS

Scale 1: Question 1 + question 10 = __1__ your Pressure score.

Scale 2: Question 2 + question 11 = __1__ your Inspirational Appeals score.

Scale 3: Question 3 + question 12 = __0__ your Legitimating Tactics score.

Scale 4: Question 4 + question 13 = __0__ your Rational Persuasion score.

Scale 5: Question 5 + question 14 = __0__ your Exchange score.

Scale 6: Question 6 + question 15 = __0__ your Ingratiation score.

Scale 7: Question 7 + question 16 = __2__ your Consultation score.

Scale 8: Question 8 + question 17 = __0__ your Coalition Tactics score.

Scale 9: Question 9 + question 18 = __2__ your Personal Appeals score.

Now plot each of your scores on the graph:

When you think about the various influence tactics listed in the chart above, which one(s) do you tend to use most often? Why do you tend to rely on these particular tactics?

Which tactics do you tend to use less often? Why?

Now think about the various groups of people that you try to influence (e.g., boss, peers, direct reports). Do you tend to use different tactics with different groups? If so, why?