Based on research that I’ve done, if you want to succeed to the more senior levels in your organisation, you have to display a high level of determination.
This becomes really interesting when we start talking about the influence profile. Because on many workshops, the average score for determination, based on the people that are in the workshop, is the lowest of the four dimensions on my influence profile diagnostic (see Influence Profile).
What this is indicating, is people are avoiding the determination type behaviours. And let’s face it, they’re on a workshop seeking to learn about how to become more influential. So by the very nature of that, it means that they’re not necessarily where they want to be.
We start talking about it. And they say, “Yes, but I am very determined.”
My response to that is, “But not at the risk of sociability and networking, or tact and diplomacy.”
What they’re doing is they are de-prioritising that determination type behaviour in favour of the other dimensions. And that’s quite a legitimate approach – unless your goal is to reach the higher levels. Because what we also know from the research, is that if you want to influence somebody, the very best approach that you can take is to, almost like mirror their influencing styles.
So, if you want to influence more senior people, we could almost predict, with a fair degree of reliability, that they will be themselves favouring determination type behaviours. So they’ll be highly determined in their approach.
Which means if you want to influence them, you’ve got to match them on determination. And those behaviours need to rise in you, in your preferences, in order for you to gain effective communication – and maybe the respect and admiration of those more senior people. Who, of course, can help you. Help move you forward, promote you, advocate you.
So, what I’d like to suggest you do is to think about your own approach when it comes to the sort of behaviours that we class as determination. So driving for results, being very clear, being almost blinkered and laser like focused in your approach to achieving your goals.
And do a check with yourself.
How determined are you at the expense, of maybe tact and diplomacy, or sociability networking? How driven are you to get those goals? And also, how clearly are you demonstrating those behaviours when you engage with your stakeholders?
Because it will make a big difference.
The Gautrey Influence Blog
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