Key Terms Flashcards
How do the authors define “Influence”?
The authors define “Influence” as the ability to affect others attitudes, beliefs and behaviours without using force or formal authority.
Manipulation
An exploitative process where an individual is actively taking advantage of a situation for their own benefit.
Persuasion vs Influence
There are three key differences between Persuasion and Influence: 1) persuasion implies resistance, while influence is achieved by offering inducements, 2) persuasion needs influence, but influence can happen without persuasion, 3) persuasion implies success, when influence might just be an attempt.
Culture of a business
“The way we do things around here”
Three types of culture to consider
National culture, organisational culture, professional culture
Communication skills
Listening, Questioning and Probing, Awareness of Body Language, Language and Paralanguage
Awareness of others’ needs
Building Rapport, Pacing;
Adaptability
Flexibility to adjust your approach, language and views to suit different influencing situations
Impact
Showing energy and commitments to making things happen, projecting confidence, a can do attitude, exploring new options for the business and challenging the current way of operating
Networking
managing relationships in order to effectively build networks
Personal approach
Your personal characteristics and how you apply them to the influencing situation - patience, trust, credibility, courage and enthusiasm.
Persuasiveness
Persuades and influences in a way that gains commitment tailoring approach when necessary
Political Sensitivity
Understanding agendas and perspectives of others, recognising and balancing needs of the group and the broader organisation
Self awareness
Recognising own temperament, skills and motivations and their impact on performance of self and others
Visioning
Ability to provide inspiration by focussing on the ‘big picture’ and future possibilities
