Citation
(1999), "Resources. Influencing strategies and styles profile", Journal of Managerial Psychology, Vol. 14 No. 2. https://doi.org/10.1108/jmp.1999.05014bab.005
Publisher
:Emerald Group Publishing Limited
Copyright © 1999, MCB UP Limited
Resources. Influencing strategies and styles profile
Resources
Influencing strategies and styles profile (ISSP)
The objective of this exercise is to build awareness of how the participant actually behaves when trying to influence others. It is intended for individuals above entry level positions who are involved in influencing activities such as leadership, negotiating and selling and project management. It takes approximately 15-20 minutes to score the profile. Interpretation and debriefing takes between 1.5-2 hours.
The ISSP is the result of extensive research into how we behave when attempting to influence others. It will help participants to identify their preferred influencing strategies among: reason; assertion; exchange; seeking favour; coercion; and partnership as well as to understand the impact of each strategy on the other party in the influencing process.
The ISSP will also indicate the probable style matches resulting from the strategy survey. The profile is self-scored, using pressure sensitive paper and the 20-page instrument includes full interpretative materials. The comprehensive 52-page Facilitator Guide provides detailed information of the development, administration and interpretation of the ISSP. It also includes OHP master copies and five additional masters for participant handouts.
Influencing Strategies and Styles Profile, £6.95.
ISSP Facilitator Guide, £16.95.