ACTIVITY: Influencing Style Indicator

There are two basic styles of influencing called “push” and “pull.” Some people push or pull with emotion, and others rely on logic. There is no best style, and it can be helpful to vary your approach based on the situation. The self-reflection questions below will help you to understand your dominant style.

Click here to launch the interactive PDF version of this assessment or manually score the items below.

Answer YES or NO to each statement below.

PUSH with EMOTION

1. I usually assert my ideas and wishes quickly.
2. I push my ideas strongly.
3. When opposed, I quickly give counter-arguments.
4. I exert pressure when necessary to achieve my objectives.
5. I hold my position until others are willing to concede or compromise.

PUSH with LOGIC

1. I put forward a lot of ideas and plans.
2. I present strong arguments for my ideas and positions.
3. I plan for others’ objections and questions ahead of time.
4. I spend time educating others so they understand the logic of my position and ideas.
5. I use rational arguments to make my case.

PULL with EMOTION

1. I’m willing to be persuaded by others.
2. I try to empathize with others and see things from their perspective.
3. I present my ideas with energy and enthusiasm.
4. I use humor, storytelling, or anecdotes to persuade others.
5. I excite others with an optimistic, compelling vision of the future.

PULL with LOGIC

1. I try to understand others’ positions before I assert my own.
2. I accept criticism of my ideas without becoming defensive.
3. I present my ideas in a very organized way.
4. I always try to find the common ground.
5. I will use facts, figures, and research when making my arguments.

Interpreting Results

Tally the total number of “yes” answers in each section. The higher your score, the stronger you are in that influencing style.

• PUSH Emotion Style: This style is characterized by forceful communication, persistence, and emotional appeals. It is most effective when the recipients are more emotional than analytical, are in an inferior power position, or have high trust.
• PUSH Logic Style: This style is characterized by forceful communication, persistence, and an appeal to logic. It is most effective when the recipients are more analytical than emotional, are in an inferior power position, or have high trust.
• PULL Emotion Style: This style is characterized by relationship building, empathy, and emotional appeals. It is most effective when the recipients are more emotional than analytical, are in a position of authority or power, and have a strong interest in the outcome.
• PULL Logic Style: This style is characterized by relationship building, empathy, and an appeal to logic. It is most effective when the recipients are more emotional than analytical, are in a position of authority or power, and have a strong interest in the outcome.

Reflect!

After completing this activity, consider leaving a reflection in the LEADx app using the Coaching Plan Activity “Reflect” button.