Leadership - Influence - personal traits
Influence - personal traits
Personal traits
Many of these are allied to monochronic (convergent) or (divergent) polychronic personalities.
These are explained in much more detail as part of ‘The Complete Time management package’.
Others could be summarised below.
Inner thinkers
These persons are often seen as aloof and distant but are just mulling over the facts before they make a comment.
Outgoing persons
Very gregarious and good communicators. Usually free with their opinions. Can be seen as intrusive and forward.
Logical
Assessing data and juggling figures before making a comment are the speciality here. This can lead to a negative view putting hurdles between you and the vision.
However, these thinkers will often come to a decision based upon consideration of all the facts.
Wishful thinkers
They tend to approach issues with ideas that are not entirely practical.
They can be over emotional in their approach which lends and air of distrust to their conclusions.
Planners
They tend to plan every aspect of their lives and stick to it. They can be seen as too fixed in their approach and reluctant to alter course.
Spontaneous
These persons tend to shun rigid plans. They like to keep their options open and are quite happy to respond to necessary changes.
Actions
- Give people time to think.
- Invite comment.
- Instigate early discussions as necessary.
- When making presentations be sure of your facts and the big picture as well as extolling the benefits.
When you are trying to influence others don’t forget to use other more subtle attributes.
- Listen well.
- Use your experience well.
- Smile and be welcoming.
- Ask open questions. Those that can’t be answered by ‘yes’ or ‘no’.
- Don’t get angry, show irritation or become too silent.
Once you have spoken to someone try to assess how you think it went.
Did you achieve what you set out to achieve? If not why not?
Win / win
The aim when trying to influence anyone is to get a win / win position.
This is not necessarily the only option that is useful.
Available options would be.
Win / win
This is the major aim. It may not be an immediate result and may rely on additional information becoming available.
Win / lose
Not an ideal aim. The other party are unlikely to want to deal with you again. This is very much a short term strategy.
Lose / win
The only reason for going down this path is to have good will in the bank for future deals. This is usually known as a ‘loss leader’.
Lose / lose
Both of you lose out. This will cause frustration although it might appear that a draw is gained.
The worst case here will see a complete breakdown of relations and no chance of reconciliation.
Preparation
Do your homework.
Consider the character trait of the person you are trying to influence.
What do you want to get out of the meeting?
What do you think they will want?
Venue
Is it best to hold the meeting home or away, or on neutral ground?
Is the timing right and is the venue suitable for what you are trying to achieve?
Your goal
Make sure you know exactly what you want to achieve. Influencing is a little like negotiation you must also know how much you are willing to give to reach a settlement.
You may want to use Brain Storm techniques to help you discover your needs.
Once you have done this consider the other person’s point of view.
When you have all the ‘wants’ for both sides consider how you might meet half way and head towards a win / win situation.
Clarification for understanding
It is easy to think that one thing is going to happen and the other person thinks another. This can be disastrous at a late stage.
Ask questions and clarify as you go along so that there is no misunderstanding.
When you feel the meeting is over summarise the main points and get agreement.
Action tips
Whenever you are in anew situation where influence is required a few simple steps can get you going.
- Consider all of the persons you need to influence.
- Rank them in some order of importance and visualise the situation. Either use a mind map or use the boundary method using spheres.
- Consider what are the biggest hurdles to your goal and where and what are the biggest influences you may be able to bring to bear.