Impact & Convincing Others

• Does the person try to convince and influence others to get them aligned behind a common objective?

 

Definition:  Convincing others, either directly or using appropriate third parties, in order to get their commitment to ideas, projects or actions that are in the Company’s interest. 

CONTEXT:

The context here has very little effect.  This competency is a key success factor in a network organization

Level	Standard	Developed	Highly developed
Summary	Uses many arguments to convince	Takes his/her impact into account to awaken interest in others	Uses elaborate influence strategies
Behavioral Indicators	Asks questions to understand others’ views and questions their assumptions Listens to what others have to say, developing an understanding of their views and concerns.  Uses this information to guide own communication Prepares his/her communications, presentation, negotiation carefully Uses appropriate communication mechanisms: listening, checking understanding, eye contact, etc Uses rational, economic arguments Uses concrete examples, visual aids	Identifies key decision makers Anticipates reactions/objections from others and is prepared for them Adapts his/her speech or communication to capture the audience’s interest Points out the advantages for others in order to awake interest Develops rapport and personal credibility with others (eg through confidence, showing interest in their needs, highlighting own experience or knowledge etc) Calculates the impact of one’s words on the audience Balances “rational” thinking with “emotional” arguments, using both appropriately	Develop comprehensive influencing strategies considering all stakeholder groups and preparing appropriate arguments to win their support Involves stakeholders at an early stage, securing their buy-in to the approach used and the solutions identified Sells ideas to groups of people, winning their support by inspiring them with visions of the future Smoothly adapts influencing style from one situation to another Uses experts and third parties to get across idees, get people to adhere Wins support from influential and credible people and uses them to address objections and maximize the impact of proposals

Behaviors which are not representative include*

Struggling to adapt communication style to varying situations and people Being more insisting than convincing Failing to inspire confidence in others Trying to impose his/her point of view, by being forceful Worrying above all about his/her image, putting him/herself forward, trying to seduce rather than convince Taking no account of the effect himself/herself produces on others