You need to adapt and perhaps the biggest factor determining your approach is the person that you are trying to influence. From our Insight course, some of the ways in which people are different and what this means for you when trying to influence them.
[This video is included earlier in the program.]
People are different! The DISC personality model provides a useful structure for understanding the preferences and drivers of other people. The video introduces the model and then explains how to adapt your approach with different personality types. Keep in mind though, the model is only a starting point – human beings are complex creatures! Here is a summary of influencing approaches for different DISC styles.
DISC also provides an insight into you. Your DISC profile means that you will have certain communication preferences and there is a likelihood that you will want to communicate in the way that you would like others to communicate with you. But, as should be clear, you need to adapt to their preferences. If you are a High-C, then you need to recognize that for High-Is, social chit-chat at the beginning of a conversation is important, so be prepared to wait before you present your proposal.
This video is from our People Edge course.
Values are instinctive and emotional. It will clearly help your cause if you can show that what you propose is consistent with the values of the other person. Shalom Schwarz identified 10 distinct values that have validity across all cultures. How important are these to the the other person:
The human brain is hard-wired to be emotional first and rational second. I have already mentioned the SCARF model and will develop it further shortly: