10 ways of influencing others and when to use them. We provide examples of the kinds of values or personality types to which this influencing style appeals.
When you are seeking to influence someone, reference the 9 styles below.
Using authority to influence rules, process, laws, regulations:
Works well with: Those who value power, following rules and respected image (Schwartz Values).
Caution: This style may not go down well with those that value autonomy.
Using logic facts, evidence and data
Works well with: Organised personalities (Big Five Personality traits).
Caution: when situation is emotionally charged, let people express emotions.
Inviting contributions and sharing ownership of a plan
Works well with: Collaborator and expressive personalities (Big Five Personality traits).
Caution: You need to remain genuinely open to new ideas and willing to change plan.
Asking for assistance based on friendship or membership of a group
Works well with: Collaborator personalities (Big Five Personality traits) and those who value loyalty or fun & pleasure (Schwartz values).
Caution: There needs to be a solid basis of friendship, rather than assumed!
Behaving in a warm and friendly manner to encourage cooperation from strangers
Works well with: Collaborator and expressive personalities (Big Five Personality traits) and those who value fun & pleasure (Schwartz values).
Caution: Needs to be sincere not manufactured.
Clearly stating what you want
Works well with: Down-to-earth personalities (Big Five Personality traits) and those who value following rules and respected image (Schwartz values).
Caution: Don’t over substantiate or you'll end up using logical reasoning.
Influencing based on values, feelings and emotions
Works well with: Collaborative personalities (Big Five Personality traits).
Caution: There needs to be shared values for this to work
Demonstrate the actions you wish to be taken, behave in the manner you wish others to behave
Works well with: Those who modesty (Schwartz values).
Caution: If you don’t practice what you preach – you lose credibility.
Trading something of value for support and cooperation
Works well with: Collaborative personalities (Big Five Personality traits) and those who value fairness (Schwartz values).
Caution: Avoid having “hidden agendas”, be transparent in the exchange.
Strengthen your influence through a network of support
Works well with: Collaborative and expressive personalities (Big Five Personality traits).
Caution: Beware of conflicts of interests between alliance members