Exercising Influence

Exercising Influence
Building Relationships and Getting Results

Brief Influence Behavior Self-Assessment Survey

This survey is taken from Exercising Influence™, our popular influence training program. It will provide valuable information to you in developing a mutually beneficial influence relationship with your colleagues. Review each statement in the survey and decide if you would like to use that behavior more often, less often or differently to improve your effectiveness. Please remember that there are no right or wrong answers.

Survey Statements

  1. I offer useful suggestions.
    Do More Do Less Do Differently About Right
  2. I express my needs directly.
    Do More Do Less Do Differently About Right
  3. I support my proposals with reasons that make sense to others.
    Do More Do Less Do Differently About Right
  4. I show others how my proposal fits with what they believe or hope to achieve.
    Do More Do Less Do Differently About Right
  5. I am willing to offer a fair exchange when asking others for something.
    Do More Do Less Do Differently About Right
  6. I inform others in a fair and objective way about possible negative consequences of not taking an action.
    Do More Do Less Do Differently About Right
  7. I help others see a clear vision of success related to the action I would like them to take.
    Do More Do Less Do Differently About Right
  8. I let others know that I believe their contribution or participation would be valuable.
    Do More Do Less Do Differently About Right
  9. I ask thought-provoking questions.
    Do More Do Less Do Differently About Right
  10. I explore information and ideas; I don’t just accept things as they first appear.
    Do More Do Less Do Differently About Right
  11. I paraphrase what others have said and check to see if I understood them correctly.
    Do More Do Less Do Differently About Right
  12. I demonstrate my understanding of the deeper meaning of what others have communicated, even if they haven’t stated it directly.
    Do More Do Less Do Differently About Right
  13. I demonstrate to others that I can understand what it’s like to be in their situation by describing things from their point of view.
    Do More Do Less Do Differently About Right
  14. I am willing to acknowledge errors or shortcomings.
    Do More Do Less Do Differently About Right
  15. I accurately summarize the pros and cons others are considering before they decide whether to take an action.
    Do More Do Less Do Differently About Right
  16. I invite others to make a decision or commit to an action.
    Do More Do Less Do Differently About Right

Please tell us about yourself

 

 

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Key to the Responses

Do More: I would like to do this more often.

Do Less: I would like to do this less often.

Do Differently: I do this differently from the way I would prefer

About Right: I do this about as often as I would like.

Note: If a statement is not applicable, you may check “About Right.”

Exercising Influence Information

  • Program Description
  • Full Course Description
  • Exercising Influence, the Book
  • Article on influence skills: “Key Components of Successful Influence”
  • Case Study: Influence Skills for Pharmaceutical Sales and Marketing Groups
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