Influencing Style

    Please read each of the following statements carefully and decide the extent to which they describe your behaviour in situations where you need to influence others. Base your answers on typical day-to-day activities which occur in your job.

    Please be as frank as possible. The questionnaire will be of little value unless you provide an accurate and objective description of your behaviour.

    Against each statement, enter in the appropriate box the score which corresponds to your choice from the five possible responses below.

    Enter the score:
     4   if you definite agree, that is, if the statement accurately describes your actions
     3   if you are inclined to agree, that is, if the statement describes your actions with reasonable accuracy
     2   if you are undecided, that is, you are genuinely unsure whether or not the statement describes your actions accurately
     1   if you are inclined to disagree, that is, if you think the statement probably does not describe your actions accurately
     0   if you definitely disagree, that is, if the statement definitely does not describe your actions

    Please answer the questionnaire as quickly as possible and don' t hesitate to use the extreme score where appropriate.

Statments

Score

  1. I often delegate important tasks to others even when there is a risk that I will be personally criticised if they are not done well.

4
3
2
1
0

  1. I put forward lots of ideas and plans.

4
3
2
1
0

  1. I am willing to be persuaded by others.

4
3
2
1
0

  1. I usually put together good logical arguments.

4
3
2
1
0

  1. I encourage people to come up with their own solutions to problems.

4
3
2
1
0

  1. When opposed, I am usually quick to come forward with a counter argument.

4
3
2
1
0

  1. I am usually receptive to the ideas and suggestions of others.

4
3
2
1
0

  1. I often provide detailed plans to show how a task should be done.

4
3
2
1
0

  1. I am quick to admit my own mistakes.

4
3
2
1
0

  1. I often suggest alternatives to the proposals which others have made.

4
3
2
1
0

  1. I show sympathy towards others when they have difficulties.

4
3
2
1
0

  1. I push my ideas vigorously.

4
3
2
1
0

  1. I listen carefully to the ideas of others and try to put them to use.

4
3
2
1
0

  1. It is not unusual for me to stick my neck out with ideas and suggestions.

4
3
2
1
0

  1. If others become angry or upset, I try to listen with understanding.

4
3
2
1
0

  1. I express my own ideas very clearly.

4
3
2
1
0

  1. I readily admit my lack of knowledge or expertise in some situations.

4
3
2
1
0

  1. I defend my own ideas energetically.

4
3
2
1
0

  1. I often put as much effort into developing the ideas of others as I do my own.

4
3
2
1
0

  1. I often anticipate objections to my point of view so as to be ready with an answer.

4
3
2
1
0

  1. I often help others to get a hearing.

4
3
2
1
0

  1. I frequently disregard the ideas of others in favour of my own proposals

4
3
2
1
0

  1. I often listen sympathetically to people who do not share my own views.

4
3
2
1
0

  1. When other people disagree with my ideas I do not give up: instead I try to find another argument to persuade them.

4
3
2
1
0

  1. I am quite open about my hopes, fears and aspirations and my personal difficulties in achieving them.

4
3
2
1
0

  1. I am imaginative in producing evidence to support my own proposals.

4
3
2
1
0

  1. I usually show tolerance and acceptance of other people's feelings.

4
3
2
1
0

  1. I usually talk about my own ideas more than I listen to those of others.

4
3
2
1
0

  1. I usually accept criticism without becoming defensive.

4
3
2
1
0

  1. I present my ideas in a very organised way.

4
3
2
1
0

  1. I often help others to express their views.

4
3
2
1
0

  1. I frequently draw attention to inconsistencies in the ideas of others.

4
3
2
1
0

  1. I go out of my way to show understanding of the needs and wants of others.

4
3
2
1
0

  1. It is not unusual for me to interrupt others while they are talking.

4
3
2
1
0

  1. I don' t pretend to be confident when in fact I feel uncertain.

4
3
2
1
0

  1. I often put a lot of energy into arguing about what I do.

4
3
2
1
0

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