Impact and Influence | My HR

General Competency

Definition

Impact and Influence is the ability to influence, persuade, or convince others to adopt a specific course of action. It involves the use of persuasive techniques, presentations or negotiation skills to achieve desired results.

Behavioural Scales

Level 1

Intends to have a specific effect or impact; expresses concern but does not take any specific actions.

Level 2

Uses direct persuasion in a discussion or presentation (e.g., appeals to reason, data, and other’s self-interests; uses concrete examples, visual aids, demonstrations, etc.).
Makes no apparent attempt to adapt presentation to the interest and level of the audience.

Level 3

Takes two or more steps to persuade without trying to adapt specifically to level or interest of an audience.
Includes careful preparation of data for presentation or making two or more different arguments or points in a presentation or a discussion.

Level 4

Adapts a presentation or discussion to appeal to the interest and level of others.
Anticipates the effect of an action or other detail on people’s image of the speaker or takes a well thought-out dramatic or unusual action in order to have a specific impact.
Anticipates and prepares for others’ reactions.

Level 5

Uses chains of indirect influence: “get A to show B so B will tell C such-and-such” or takes two steps to influence, with each step adapted to the specific audience.
Uses experts or other third parties to influence.

Level 6

Assembles coalitions, builds “informal” support for ideas; selects information to have specific effects, and uses “group process skills” to lead or direct a group.