The Impact of Influence Styles on Leadership

Imagine this scenario: A CEO of a growing company is preparing to roll out a major organisational change. She’s excited about the new direction and knows it’s critical for long-term success. But when she presents the plan to her leadership team, she’s met with hesitation. Some managers want more data to understand the impact, others feel emotionally disconnected from the vision, and a few simply don’t see the need for change at all. The CEO realises that delivering the right message wasn’t enough—she needs to adjust how she influences each person to get everyone on board.

This is where influence styles come into play. In leadership, having the authority to make decisions isn’t enough; it’s your ability to influence others that determines whether those decisions lead to successful outcomes. By understanding and adapting your influence approach, you can navigate resistance, foster collaboration, and drive meaningful change.

In this blog, we’ll explore how influence styles shape leadership and why tools like the Influence Styles Assessment are vital for today’s leaders.

What Are Influence Styles?

Influence styles refer to the different ways in which individuals attempt to sway the attitudes, behaviours, or decisions of others. Each leader has a natural preference for one or more of these styles, and the effectiveness of these approaches can vary depending on the situation and the individuals involved.

The Influence Styles Assessment categorises these approaches into several key styles, including:

1. Logical Persuasion – Using facts, data, and logical reasoning to convince others.
2. Inspiring – Appealing to values, emotions, or shared goals to inspire and motivate.
3. Consultative – Involving others in the decision-making process, seeking their input and collaboration.
4. Negotiating – Offering trade-offs, compromises, or rewards to gain support.
5. Assertive – Direct and confident communication aimed at gaining quick decisions or actions.
6. Bridging – Building coalitions and fostering relationships to gain support over time.

Influence Styles and Leadership Effectiveness

Understanding how to apply different influence styles is key to effective leadership. Leaders who can flexibly adapt their style to suit their audience, the organisational culture, and the specific situation are far more likely to succeed in driving change and achieving goals.

Here’s how influence styles can impact leadership in various contexts:

1. Driving Innovation and Change

Leaders driving innovation need to blend logical persuasion with inspirational leadership. The data-driven aspects of logical persuasion help gain buy-in from analytical stakeholders who need clear evidence, while inspiring others builds the emotional momentum to embrace change. Leaders who rely too heavily on one style may fail to capture the full support of their teams or stakeholders.

2. Fostering Team Collaboration

A consultative style of influence is particularly effective in building high-performing teams. Leaders who involve their team members in decision-making foster a culture of collaboration, ownership, and trust. This style encourages diverse perspectives and promotes innovation through collective problem-solving.

On the other hand, overusing assertiveness in a team setting may result in resistance or disengagement, particularly in environments that value inclusivity and employee voice.

3. Handling Conflict and Difficult Conversations

In situations of conflict or negotiation, the ability to influence through assertiveness and negotiation can prove essential. Leaders who skilfully assert their position while also offering compromises create win-win situations, leading to more positive resolutions. Negotiation, in particular, helps to balance power dynamics, ensuring that all parties feel heard and respected.

4. Building Relationships and Trust

Influence is often most effective when rooted in trust and relationships. Bridging—building alliances and nurturing strong relationships—is a critical influence style for leaders focused on long-term success. Leaders who invest time in connecting with their teams and other stakeholders can create a network of supporters who will back their initiatives even in times of difficulty.

Why Leaders Should Assess Their Influence Styles

The Influence Styles Assessment helps leaders identify their dominant influence styles and areas for growth. By gaining insight into their natural tendencies, leaders can learn to adapt their style to fit different situations.

For example, a leader who primarily relies on logical persuasion may need to develop their inspirational influence style when leading in more people-focused or emotional contexts. Conversely, leaders who thrive on inspiration and emotional connection may need to improve their logical persuasion skills when dealing with data-driven decisions.

Adapting influence styles not only enhances leadership flexibility but also boosts team morale and effectiveness. When leaders match their influence approach to the needs of the team or situation, they become more relatable and trusted, which ultimately drives better outcomes.

Conclusion

Leadership is not just about having authority; it’s about being able to influence others in meaningful ways. The most effective leaders are those who understand how to adapt their influence styles to different situations and people. The Influence Styles Assessment is a powerful tool that enables leaders to reflect on their influencing abilities, uncover their strengths, and identify opportunities for growth.

By mastering the art of influence, leaders can navigate complex challenges, foster innovation, and build stronger teams—creating a lasting positive impact on their organisations.

If you're interested in completing the Influence Styles Assessment yourself, having your team go through it, or undertaking accreditation to use this valuable tool within your own organisation, contact us today. We're here to help you enhance your leadership influence and drive greater success across your business