Moving out of the comfort zone

For I’s, going out is more of a stretch

For E’s, going in is more of a stretch

Influencing and personal energy

Power and influence

  • Formal authority
  • Expertise
  • Resource control
  • Personal

Influencing styles

  • Rewards/punishments
  • Participation and trust
  • Common vision
  • Logical persuasion


  • Push
  • Pull
  • Move away

Average influencers

  • Immediate counter proposals
  • Irritators
  • Argument dilution
  • Defend / attack spirals

What is my usual style? What is my style under pressure? What style would I like to develop?

Skilled influencers

  • Behaviour labelling – “I’m going to ask you some questions”
  • Seeking information
  • Testing understanding
  • Feelings commentary

Compare with the consultation
Low reactors are people who do not respond to feelings
Reframing questions

Puzzles have a single answer (not broken)
Problems may have many routes to many possible answers

Action learning group

Programmed learning + questioning insight
This needs to be facilitated in a learning organisation

Learning about

  • Problem
  • Self
  • How you learn
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