1.        “Influencing” means

A.      Getting someone to do your job

B.       Gaining agreement

C.       Getting others to do or say something

 

2.        Effective influencing improves your productivity because it:

A.      Gets the work done faster

B.       Uses the skills of other people

C.       Cuts through red tape

 

3.        Successful influencers know the value of:

A.      Planning a strategy

B.       Using their charisma

C.       Leveraging the power of their position

 

4.        When setting your goals:

A.      Determine how the other person feels

B.       Decide what you want

C.       Clear your position with your supervisor

 

5.        As you think through what you want, assess:

A.      The assumptions you’re making

B.       The obstacles in your path

C.       Others who might need to be influenced

 

6.        When considering the other person, consider

A.      Their values

B.       Their tenure in the position

C.       What is important to them and their mindset

 

7.        When you attempt to influence at work, know:

A.      Your organization’s culture

B.       The other person’s organizational culture

C.       The right time to approach the other person

 

8.        To effectively influence others, decide on the appropriate:

A.      Behaviors to use

B.       Questions to ask

C.       Actions to take if there is resistance

 

9.        “Push behavior” means:

A.      Using your position to push for results

B.       Having approval pushed down from your boss

C.       A forceful and direct approach

 

10.     “Pull Behavior” means:

A.      Two-way communications

B.       Drawing out another person

C.       Learning someone’s honest opinions about your request

 

Answers: 

(Each correct answer is worth 10 points)

1.        C.  According to Alan Vengel, author of “The Influence Edge,” “Influence is getting others to do something, say something, or give you something while maintaining the relationship.  It’s accomplishing your end result while building and enhancing the relationship.”

2.        A.  Effective influencing skills give you an edge toward achieving your goals faster and building more productive business relationships.

3.        A.  People who successfully influence others study the environment and plan a strategy, which involves thinking about yourself in relation to the other person.

4.        B.  Clearly define your goal in trying to influence someone and know specifically what you want the other person to say or do.

5.        A. During an exchange, consider what is going on with you or the other person.  Check your assumptions about the other person and the situation, including who has the power, level of trust, or expertise.

6.        C.  Think about how the other person might view you and your motives.  From his or her perspective, who has the power?  Does he or she trust your intentions?  Does the other person respect your expertise?

7.        B.  Learn about the goals of the other person’s organization – what might be going on that can help or hinder your purpose.

8.        A.  Once you know the situational factors, begin planning an effective choice of behaviors.  Using a variety gives you the greatest impact.

9.        C.  Use “push behavior” to get your point across directly.  It can effectively convey a sense of clarity, purpose, and persistence. 

10.     B.  When you draw the other person out through questions and active listening you use “pull behaviors.”  This helps you understand someone’s position and creates shared commitment.

 

QUIZ SCORING

IF YOU SCORE:

80-100       You know how to analyze a situation and select appropriate behaviors to effectively influence others

60-760-70    Take the time to plan your approach before trying to influence others.

Below 60     If you need information from others to accomplish your job, take these tips to improve influencing skills.