Use A Range of Influencing Styles

August 31, 2009

You might like to try your hand at the influencing styles questionnaire in Influencing styles questionnaire  based on one originally designed by Roger Harrison and subsequently used extensively at Ashridge Business School. Answer each question by thinking about how you generally seek to influence your colleagues. As with all questionnaires that are concerned with behaviour, it is important to be as frank as possible so that a reasonably accurate picture emerges. Descriptions of the different influencing styles, also based on Roger Harrison’s work, follow the questionnaire.

Influencing Styles Questionnaire

Complete the score table, which appears after the questions, in the following way:

If you believe that the statement describes how you generally act, score 2.

If you believe that the statement describes how you occasionally act, score 1.

If you believe that you never act in the way described by the statement, score 0.

  1. I do not hesitate to point out others’ mistakes.
  2. I am happy for others to undertake tasks even when there is a risk of my being personally criticized if they are not done well.
  3. When others become uncertain or discouraged my enthusiasm carries them along.
  4. I put forward lots of ideas and plans.
  5. I am quick to praise or criticize other people’s performance or behaviour.
  6. I am willing to be influenced by others.
  7. I can bring others to see the exciting possibilities in a situation.
  8. I put together a good logical argument.
  9. I articulate clear expectations that I think others ought to meet.
  10. I encourage people to come up with their own solutions to problems.
  11. My way of speaking conveys a sense of excitement to others.
  12. When opposed I am quick to come forward with a counterargument.
  13. I let people know the standards by which I will judge their behaviour or performance.
  14. I am receptive to the ideas and suggestions of others.
  15. I communicate my belief in the value and importance of what my colleagues are doing.
  16. I provide detailed plans on how things should be done.
  17. I make moral judgements about what others do or say.
  18. I am quick to admit my own mistakes.
  19. I describe an exciting vision of what could be.
  20. I suggest alternatives to the proposals that others have made.
  21. I pass on praise and criticism that others have made about another’s work.
  22. I sympathize with others when they have difficulties.
  23. My enthusiasm is contagious.
  24. I push my ideas vigorously.
  25. People can readily judge whether I approve or disapprove of what they do or say.
  26. I listen to and try to use the ideas raised by others.
  27. I am able to put into words the hopes, aspirations and fears that others may feel.
  28. It is not unusual for me to stick my neck out with ideas and suggestions.
  29. I use the power and authority I have to make others comply.
  30. If others become angry or upset I listen with understanding.
  31. I am skilful at using images and figures of speech to present exciting possibilities.
  32. I put over my ideas clearly.
  33. I let people know in advance what I expect of them.
  34. I readily admit my lack of knowledge and expertise in a situation.
  35. I help people become more aware of their strengths and potentialities that they have as a group.
  36. I defend my own ideas energetically.
  37. I offer bargains or deals to get what I want from others.
  38. I put as much effort into developing the ideas of others as I do my own.
  39. I am skilful in articulating the aims and goals that people have in common.
  40. I anticipate objections to my point of view and am ready with a counter-argument.
  41. I give frequent and specific feedback as to whether my expectations are being met.
  42. I help others to get a hearing.
  43. In seeking to persuade others I appeal to their values, emotions and feelings.
  44. I frequently disregard the ideas of others in favour of my own proposals.
  45. People always know whether or not they are measuring up to my standards.
  46. I listen sympathetically to people who do not share my views.
  47. I generate excitment and enthusiasm through my use of colourful language.
  48. When other people disagree with my ideas, I don’t give up but find other way to persuade them.
  49. I make it clear what I am willing to give in return for what others want.
  50. I am quite open about my hopes and fears, aspirations and personal difficulties in achieving them.
  51. I foster an esprit de corps among my colleagues.
  52. I am skilful at producing evidence in support of my own proposals.
  53. I follow up the performance and behaviour of others to find out whether my expectations are being met.
  54. I show tolerance and acceptance of others’ feelings.
  55. I use emotionally charged language to encourage enthusiasm for a task.
  56. I talk about my own ideas more than I listen to those of others.
  57. I give orders and instructions that I expect to be obeyed.
  58. I accept criticism without becoming defensive.
  59. I help others to see how they can achieve more by working together.
  60. I present my ideas in an organized way.
  61. I check up to see whether others are keeping their side of the bargain.
  62. I help others to express themselves.
  63. I help others to feel personally involved with and responsible for the future achievement of the group as a whole.
  64. I draw attention to inconsistencies in the ideas of others.
  65. I use rewards and punishments to make other people do what I want.
  66. I go out of my way to show understanding of the needs and wants of others.
  67. I strive to develop a sense of unity and common purpose among my colleagues.
  68. It is not unusual for me to interrupt others while they are talking.
  69. I judge people on what they do rather than what they say.
  70. I don’t pretend to be confident when I feel uncertain.
  71. I try to excite interest by using metaphors and analogies when encouraging others to agree with me.
  72. I put a lot of energy into arguing about what to do.

Enter the scores that you assign for each question in the space provided.