Personality and Influence

Personality and Influence - Personality and Influence...

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Personality and Influence Adapted from: Howard & Howard, The Owner’s Manual for Personality at Work. Personality Differences and Influence Tactics Although, we are rarely able to administer a personality test to someone whose personality characteristics we are interested in knowing, we can often determine a rough estimate of someone’s personality by observing their behavior and looking for behavioral clues. Based on our estimates of a person’s personality traits, we can tailor how we attempt to influence them. The following table summarizes influence techniques that have been shown in personality research to be particularly effective with individuals who are high or low on the indicated Big 5 personality trait. Natural Influence Tactics for Different Personalities (on the Big 5 Dimensions) Big 5 Dimension Effective Influence Tactics Higher than average Openness Don’t oversimplify your ideas—provide details Emphasize the uniqueness and innovativeness of your idea or position Refer by name to individuals who developed the idea or will work on the project
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This note was uploaded on 03/30/2012 for the course BUS M 540 taught by Professor Petermadsen during the Fall '10 term at BYU.

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Personality and Influence - Personality and Influence...

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