Job Aid
Influencing Styles
Purpose: Use this job aid to help you to use different influencing styles to persuade your
employees to buy in to change.
Style
Assertive
persuasion
Reward and
punishment
Common
vision
Participation
and trust
Influencing styles
Guidelines for Use
Assertive persuasion is an evidence-based practice approach that involves
using the power of logic, facts, and opinion to persuade others. People
using this style tend to be energetic in putting across their arguments and
are persistent.
For every point you make, make sure that you provide supporting
evidence. Turn around any challenges to your arguments to reinforce
your case if possible. This style is particularly useful when employees
keep asking for examples or the evidence to support your claims.
This style involves using pressure and incentives to control others'
behavior. Punishment is threatened for noncompliance, and rewards are
offered for compliance. To use this style, let others know what standards
are being used to judge performance, and be clear about what you want.
If employees are trying to find problems with the plans for change, then
this style is the best choice. It is most effective if you can outline the
pluses and minuses of a change, and show what employees will get out of
complying with changes and potential threats if they do not.
This strategy involves identifying and articulating what the future could
be, and helping individuals to believe that outcomes can be achieved
through their efforts. This style involves appealing to the hopes, values,
and aspirations of employees, and focusing on being part of a larger
group.
To use the common vision approach successfully, you have to share the
big picture with enthusiasm and commitment to carry people with you. It
is particularly successful if your employees are bored with detail, and are
only interested in the overview of what change will mean.
This is an inclusive style that relies on getting employees involved in
decision-making or problem-solving processes. When this style is used
effectively, employees are made to feel that their contributions are
needed, they are trusted, and their strengths are recognized.
Sincerely ask employees for their opinions and acknowledge their
Style
Influencing styles
Guidelines for Use
expertise. For example, "What do you think about the proposed
changes?" or "What works in your experience?" This style works well if
your employees try to get involved with what you are saying.
Source: Starting the Change Process
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