The person asking the questions controls the conversation (without being or seeming controlling)

Aug 2

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The ‘Influence Continuum’ graphically represents a spectrum of options by which we attempt to move others towards change.

At one extreme, we have force. There are few situations in which that is appropriate but if someone refuses to leave a burning building and you drag them out, I guess that’s OK. In less dramatic situations, the downside of force and threats is that they might achieve what you want in the immediate term but it damages the relationship moving forward and you have to be there. To put a figurative gun to someone’s head, you need a gun, be thought to be willing to use it, and be physically present. Part of being more personally and professionally effective is lessening your burden by getting others to do the heavy lifting. Force and threats are not long-term fixes and are very much in the heavy lifting category.

The other end of the continuum with the vagueness and inaction of implying and hoping are for avoiders. With that come regrets and poor results. Avoidance is only a short-term fix and it doesn’t really fix anything.

The good old middle is the happy hunting ground / ‘useful zone’ for change agents on the Influence Continuum. Which of tell, ask or suggest you choose to use depends on at least three things:
– the individual with whom you’re dealing,
– the objective of your interaction, and
– the situation / consequences.

The Person Asking The Questions Controls The Conversation (without being or seeming controlling).

#leadershipdevelopment #influence #communication #supervisoryskills

About Terry Williams - The Brain-Based Boss

I'm all about engaging people and helping you engage yours to influence behaviour to improve results - at work and at home. Maybe you're a manager, a salesperson, a leader, a parent, a presenter or an event organiser? You need to grab your people's attention, create some rapport, be memorable and influence behaviour change. How can we do that? I'm originally a trainer by trade, turned manager, turned comedian and partway back again. Author of 'THE GUIDE: How to kiss, get a job & other stuff you need to know', I write and speak about how to engage people, be they employees, family or yourself. How can we connect with people’s own internal motivations and help them use their own inner passions to drive towards productivity, success and happiness? And hopefully have a few laughs along the way... As a trainer facilitating learning and development in others, I find myself drawing on my own extensive business experience. I specialise in the delivery of high impact, customised training solutions for organisations that are serious about improving the performance and lives of their people.

Posted on August 2, 2021, in Employee Engagement. Bookmark the permalink. Leave a comment.

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