How to Coach Yourself and Others How to Influence, Persuade and Motivate | Page 128

Scoring Your Influence Effectiveness SelfAssessment
Your influence technique scores have been recorded in the boxes below.
Each score was multiplied by the factor in parentheses to arrive at a total
score. The factors reflect the relative strength of each of the influence
techniques based on the research.

The highest possible score is 880.

Rational Influence
Techniques

Social Influence
Techniques

Emotional Influence
Techniques

Logical Persuading
(x 4) = 136

Socializing
(x 4) = 104

Appealing to Values
(x 3) = 90

Legitimizing
(x 1) = 22

Appealing to
Relationship
(x 2) = 74

Modeling
(x 1) = 31

Exchanging
(x 1) = 33

Consulting
(x 3) = 96

Stating
(x 2) = 64

Alliance Building
(x 1) = 32

Subtotal: 255

Subtotal: 306

Subtotal: 121

Total Score: 682

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