10.4 Leadership influence

Question 1

What four approaches to leadership influence does Cross suggest?

Answer 1

SUCCES (Chip & Dan Heath 2007)
Persuasion and pre-suasion (Robert Cialdini 1984)
Currencies of influence (Cohen & Bradford 2005)
Leadership Communication Grid (Rodgers 2007)

Question 2

The SUCCES acronym from Chip and Dan Heath (2007) refers to 6 characteristics that can help make an idea “stick”. What are they?

Answer 2

Simple
Unexpected
Concrete
Credible
Emotional
Stories

Question 3

What does Robert Cialdini mean by the technique of “pre-suasian”?

Answer 3

The best way to persuade is often not at the moment of communication but in artfully setting up the moment, so that influence naturally follows the course intended by the persuader.

Question 4

In Currencies of Influence, Cohen & Bradford identify five currencies that are most valued by organisationas around the world. What are they? (Hint - ITPRP)

Answer 4

1 Inspiration-related currencies
2 Task-related currencies
3 Position-related currencies
4 Relationship-related currencies
5 Personal-related currencies

Question 5

The Leadership Communication Grid (Rodgers 2007) is a four box model created by the two axes of either formal/informal communication and structured/unstructured. What are the four quadrants of this model?

Answer 5

1 Conventional forums and processes
2 Structured dialogue and participatory workshops
3 Everday conversations and ineractions
4 Role modelling

Question 6

What is the “equation “ for trust proposed by Cross?

Answer 6

( Credibility + Reliabilitiy + Intimacy ) / Self-interest

Question 7

What 5 leadership influence tools are proposed by Cross?

Answer 7

Building relationships
Networking
Acting politically
Storytelling
Challenging

Question 8

Which is arguably the most important relationship that the company secretary must build?

Answer 8

Relationship with the Chair

Question 9

London Business School professor Hermania Ibarra has described three types of networks. What are they?

Answer 9

Personal networks - e.g. alumni, clubs, etc.
Operational network - e.g. those who support projects
Strategic network - relationships outside the immediate environment

Question 10

Karen Stevenson identified three types of people that make up the DNA of a network. What are they?

Answer 10

Hubs - know the most people
Gatekeepers - know the right people
Pulse takers - know the most people who know the right people.

Question 11

Cross offers 6 practical tips to develop a network. What are these (list 3)?

Answer 11

1 Have coffee
2 Ask questions
3 Be genuinely interested
4 Build external and internal relationships
5 Use digital networking
6 Be free with time and resources

Question 12

Snell et al (2013) found which skills to be more important that any other traditional management skill?

Answer 12

Political skill

Question 13

Baddeley and James (1987) developed a quadrant model for poltiical skills. What are the four quadrants of this model?

Answer 13

Clever
Wise
Innocent
Inept

Question 14

What are the 6 steps of storytelling in a leadership context?

Answer 14

1 Identify the audience
2 Determine one key message
3 Think of a story to represent this message
4 Plan the scene setting, action, crisis, and resolution
5 Plan how to deliver the story
6 Practice with feedback

Question 15

The Thomas Kilman model (1970) describes five methods of conflict handling. What are these? (AACCC)

Answer 15

Avoiding
Accomodating
Compromising
Competing
Collaborating

Question 16

What is radical candour?

Answer 16

An approach to challenging that uses both pesonal care for someone and an ability to challenge directly.