A Sample Worksheet
This module displays the results of your surveys side by side, with the Expressive Behaviors on the left and Receptive Behaviors on the right.
When viewing your survey results as a printout, the Expressive and Receptive
Behaviors will be on two separate sheets. They can be laid next to each
other and aligned across the two sheets.
Tactics and Behaviors
The Exercising Influence Model consists of:
8 TACTICS, 4 Expressive and 4 Receptive and 2 Behaviors for each TACTIC for a total of 16 Behaviors; 8 each for Expressive and Receptive influence.
The information across the top of each table organizes the behaviors underneath the corresponding tactics. The left table is for expressive influence, the one on the right is for receptive influence.
Example: SELL Tactic
Behavior Square
Each table square contains three numbers. The numbers correspond to the individual numbered statements in the survey. They are grouped by the Influence Behavior they represent. The Influence Behavior is the column header for the behavior squares.
Example: Behavior Squares
The vertical columns contain all of the responses for that one behavior. Notice that the numbers repeat for each box in the column.
The horizontal rows contain the feedback results from each individual who completed the assessment, starting with yourself in the top row.
Change Message
You will want to look over your feedback for any change messages. A change message is an indication of how a colleague prefers to be influenced. You can identify them by looking for several indications of either “Do more often,” “Do less often,” or “Do Differently” for a single behavior.
Carter is saying that he strongly prefers the “Describe Consequences” and “Encourage” behaviors when being influenced, and he does not like the use of “Offer Reasons.” This is good information if you need to influence Carter.
(End of survey interpretation)
= Do more often
= Do less often
Do differenlty