How to Coach Yourself and Others How to Influence, Persuade and Motivate | Page 125

Rational Influence Techniques: Exchanging
9. I am an experienced and skilled negotiator.
10. I do a lot of favors for my friends and colleagues, and they do a lot for
me.
11. I am very good at bargaining and trading. I am usually successful at
striking a deal that works for everybody.
12. I believe that you get as good as you give, so I try to be helpful and
collaborative with everyone, and I find that when I want or need
something people usually come through for me.

Rational Influence Techniques: Stating
13. I am very good at asserting my views without overwhelming people or
making them feel like they cannot disagree with me.
14. People see me as a very self-confident person, and they generally
accept what I have to say without challenging it.
15. I enjoy sharing my ideas and telling others what I think. If they
disagree with me, that's fine.
16. I am in a position of authority in my organization, and if I simply tell
people what I want them to do, they will do it.

Social Influence Techniques: Socializing
17. I am very outgoing, and it's easy for me to engage in casual
conversation with people I've just met.
18. I am an excellent listener. When people talk to me, I am fully engaged
with them and remember not only the key things they've told me but also
details about themselves as well.
19. It is easy for me to make friends. I like people and enjoy talking to
them and discovering what we have in common.
20. I am most comfortable in meetings when we spend some time
socializing before getting down to business. I prefer knowing who I'm
dealing with and having them get to know me.
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