Whether you are in the break room or the boardroom, chances are you want to be influential. After all, influence approaches are the way we gain support for ideas, approval for projects, input to problems and sign-off on solutions.
A key factor in being influential is to adapt to others’ preferences. But, how do you know where to focus?
Those who are familiar with Interaction Styles have a shorthand to being influential. Adjusting to various Interaction Styles means altering your behavior to lower tension between you and others during interactions. If you know the Interaction Style of the person you are seeking to influence, you know the likely ‘hot buttons’ or preferences of that person that will build rapport and demonstrate you are a trusted and competent person.
Using our Interaction Style Approach Matrix helps you narrow your flexing and adapting efforts to three influence approaches based upon:
- Need: What does this Interaction Style tend to crave most? What drives this particular Interaction Style in his or her decisions? The Expresser likely needs and wants recognition in some form, for instance, while the Director has a need for results. Vary your approach to sharing information based upon the primary need.
- Emphasis: When you are working with this Interaction Style where will his or her emphasis be? What processes and type of interaction will this Interaction Style most want to have? The Analyzer Interaction Style will be drawn to thinking—time to process information. Look for Relater Interaction Styles to value relationships.
- Do More: What does this particular Interaction Style need to do more of? A Director could benefit from listening. An Analyzer benefits from being more decisive. Use this knowledge to compensate for your own and others’ Achilles’ Heels. Who doesn’t appreciate having someone else help you do what doesn’t come naturally?
By keeping these 3 areas of approach top of mind, you increase your chances of being successful in adapting to the needs and preferences of others—especially if they have an Interaction Style that is different than your own.