INFLUENCE TACTICS SELF-ASSESSMENT

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
_____1 Confront the other person and demand that the requested action be done promptly.
_____2 Show the other person how the requested action both meets organizational goals, and also
fits with the person’s values and goals.
_____3 Mention to the other person that a higher authority within the organization also wants the
requested action to be done.
_____4 Offer data or factual evidence as a reason for why the requested action needs to be done by
the other person.
_____5 Offer to do a favor or task that would benefit the other person in exchange for the other
person doing the requested action.
_____6 Express sincere respect and praise to the other person when requesting him/her to do the
action or task.
_____7 Allow the other person to participate in the decision making on the requested action or task.
_____8 Get several other people to support the requested action before asking the other person to
do the requested action.
_____9 Ask the other person to do the requested action based on your personal loyalty or friendship.
_____10 Repeatedly remind the other person about deadlines, goals, expectations and consequences
until the requested action or task is accomplished.
_____11 Describe the task with enthusiasm and express confidence in the other person’s ability to
accomplish the requested task.
_____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.
_____13 Objectively and logically explain to the other person the reason for the requested action.
_____14 Offer an extra incentive or reward to the other person for doing the requested action.
_____15 Compliment the other person before asking him/her to do the action or task.
_____16 Ask the other person for his/her ideas and input into how he/she should do the requested
action or task.
_____17 Have several people who are in support of the requested action ask the other person to do
the requested action.
_____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
© 2010 Center for Creative Leadership. All rights reserved.
Scale 1: Question 1 + question 10 = _____ your Pressure score.
Scale 2: Question 2 + question 11 = _____ your Inspirational Appeals score.
Scale 3: Question 3 + question 12 = _____ your Legitimating Tactics score.
Scale 4: Question 4 + question 13 = _____ your Rational Persuasion score.
Scale 5: Question 5 + question 14 = _____ your Exchange score.
Scale 6: Question 6 + question 15 = _____ your Ingratiation score.
Scale 7: Question 7 + question 16 = _____ your Consultation score.
Scale 8: Question 8 + question 17 = _____ your Coalition Tactics score.
Scale 9: Question 9 + question 18 = _____ 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?
Please bring this completed worksheet with you to the offsite.

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