What is the Influence Style Indicator™?

(an excerpt from the DLI Influence Styles Facilitation Guide © 2010, 2015 Discovery Learning International).

To influence effectively you must be adept at getting your opinions and ideas heard, recognised and considered by others. Influence inherently means that you are able to impact the ideas, opinions and actions of others.

When you influence effectively you increase trust, support and ownership for your priorities. When you influence ineffectively you increase mistrust, intimidation and resentment. A key behaviour of effective leaders is the capacity to influence those around them towards acceptance of beneficial outcomes. From the perspective of the Influence Style Indicator, influence is defined as the interpersonal behaviours that we use to have a positive impact on another party’s choices.

Influence inherently means that you are able to impact the ideas, opinions and actions of others. Influence strategies can range from reliance on position and power to education, encouragement and collaboration.

Today’s workplace is characterized by levels of change and complexity that are unprecedented. Workplace realities such as identifying shared goals, leading complex and often dispersed teams, boundary spanning, coordinating matrixed projects, and integrating diverse people and interest require the capacity to influence others in a way that has a positive and unifying impact. Whether you are leading, following and/or collaborating chances are you need to influence others to be successful. The ability to influence effectively is emerging as a key leadership skill for a new generation of leaders.

We are all aware of the distinctive influencing styles that people demonstrate. Some of these styles we instinctively understand and appreciate and others we may find confusing, unclear and frustrating. Our research has definitively identified five styles of influence. These five distinctive styles are Rationalizing, Asserting, Negotiating, Inspiring and Bridging. Being aware of the characteristics of your influencing style, what situations your style works best in, when it may prove ineffective and knowing how you can build your style flexibility to respond to a full range of situations is essential to developing your leadership effectiveness.

In 2009 and 2010 Discovery Learning, Inc. and Innovative Pathways conducted research to identify and measure influence preferences. This research clearly identified five influence styles and resulted in an assessment tool, Influence Style Indicator, which effectively and efficiently measures and individual’s preferred influence style or styles.

We are all aware of the distinctive influence styles that people demonstrate. Some of these styles we instinctively understand and appreciate and others we may find confusing, unclear and frustrating.

The five distinctive styles are:

1. Rationalizing Influence Style: 

You put forward your ideas and offer logical, rational reasons to convince others of your point of view.

2. Asserting Influence Style:

You insist that your ideas are heard and considered and you challenge the ideas of others.

3. Negotiating Influence Style:

You look for compromises and make concessions to reach outcomes that satisfy the greater interest

4. Inspiring Influence Style: 

You advocate your position and encourage others with a sense of shared mission and exciting possibilities.

5. Bridging Influence Style:

You build relationships and connect with others through listening, understanding and building coalitions.

Leaders can improve their effectiveness if they know when to modify their style, understand that situations their style works best in and when it may prove ineffective.

In addition, there are two Influence Style Indicator orientations.

1. Uniting

This orientation is composed of the Inspiring and Bridging influence styles. This orientation involves influencing by pulling people together and toward your point of view. The techniques include rallying support, communicating possibilities, clarifying shared interest, building coalitions and understanding the positions and interest of others.

2. Advocating

This orientation is composed of the Rationalizing and Asserting influence styles. It involves influencing by pushing your perspectives, ideas and beliefs. The techniques include logical reasoning, rational persuasion, use of relevant facts and data, insistence that your ideas are considered and a willingness to challenge the ideas and opinions of others.

 

The Influence Style Indicator provides information on what each style looks like and the value of each style. Further detail discusses when each of them is best used, when each style is likely to be ineffective and how to develop each one.

If you would like to undertake an Influence Style Indicator to understand your style, please call us.