Table of Contents >
Chapter 14. Core Functions in Leadership >
Section 6. Influencing People >
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| Contributed by Jenette Nagy and Rebecca Wolff Edited by Bill Berkowitz and Jerry Schultz |
Checklist
Here, you'll find a checklist that summarizes the major points in the text.
__You understand the purpose of influence and the role it can play in your organization.
__You can define and identify the three basic elements of influence, and the role each plays.
__You understand the role the audience plays in your attempts to influence.
You understand your daily activities can the lay the groundwork for being able to X influence others effectively.
__You have a "network" of relationships with people that you continue to expand.
__You understand the importance of credibility.
__You are honest and trustworthy in your private and professional affairs.
__You make it a point to listen to the ideas of others and remain flexible in your options, while also speaking out when you need to.
__You make an effort to "seek out" people with different viewpoints.
__You understand that most large-scale changes take years to complete, and continuously recognize and relish smaller-scale accomplishments.
You understand various tactics you can use to influence others, such as:
__Using comparison.
__Giving something away.
__Getting people in the habit of saying yes.
You understand the general approach to influencing others.
__You have decided what exactly you want, as well as what you can give up.
__You have decided who you want to influence directly and indirectly.
__Praise and interest have been employed while non-constructive criticism has been avoided.
__Your audience's wants and beliefs have been defined.
__You have found and emphasized common ground with your audience.
__When you've been wrong, you've admitted it.
__You have inoculated your audience against pertinent counter-arguments.
__Logic and emotion have both been utilized in your persuasive attempts.
__You have explained to your audience "what's in it for them."
__You've stated your main point at least three times.
__Argument has been avoided whenever possible.
__Your ideas have been simplified.
__You have thanked your audience.
When situations have become difficult, you have handled them appropriately by:
__Keeping things in perspective.
__Keeping your emotions in check.
__Attempting to understand why your audience is behaving as it is.
__Changing your tactics after they have failed.
__When necessary, taking a break to regain your composure.
__Coming back to points of disagreement.
__Attempting to find other people to influence those people on whom your efforts did not succeed.
__Considering the usage of a trained mediator.
__Knowing when it is time to give up or temporarily retreat.