!DOCTYPE html PUBLIC "-//W3C//DTD XHTML 1.0 Strict//EN" "http://www.w3.org/TR/xhtml1/DTD/xhtml1-strict.dtd"> Streamline Training & Documentation: A More Detailed Summary of the Influence Model

Saturday, November 08, 2008

A More Detailed Summary of the Influence Model

As a follow-on to yesterday's post, I'd call attention to a comprehensive summary (pdf) of their Influence Model that Allan Cohen and David Bradford published in the Journal of Organizational Excellence in 2005.

(click to enlarge)

The whole article is twenty-four pages (including endnotes) and easy to read. Well-selected exhibits help you pick up quickly on the points Cohen and Bradford are making.

For example, Exhibit 2 lists the situations in which you are well-advised to make conscious use of the Influence Model:
  • The other person is known to be resistant.

  • You don't know the other person or group and are asking for something that might be costly to them.

  • You have a poor relationship (or are part of a group that has a poor relationship) with the group the other person belongs to.

  • You might not get another chance.

  • You have tried everything you can think of but the other person still refuses what you want.
Exhibit 6 is a helpful list of "Currencies Frequently Valued in Organizations":
  • Inspiration-related currencies — vision, excellence, moral/ethical correctness.

  • Task-related currencies — new resources, challenge/learning, assistance, organizational support, rapid response, information.

  • Position-related currencies — recognition, visibility, reputation, insiderness/importance, contacts.

  • Relationship-related currencies — acceptance/inclusion (feeling closeness and friendship), understanding (having concerns and issues listened to), personal support (receiving personal and emotional backing).

  • Personal-related currencies —gratitude, ownership/involvement (ownership of and influence over important tasks), self-concept (affirmation of values, self-esteem, and identity), comfort (avoidance of hassles).
Finally, Exhibit 8 is a brief checklist that helps keep in view all the main aspects of applying the model.


Labels: , , , , , ,