Leadership Competencies - Supervisor
Influencing/Negotiating
Definition:
Effectively impacts organizations, persuades, and gains the support of others.
Key Behaviors
- Presents one’s point of view in a way that enlists others’ support
- Demonstrates how one’s position benefits the audience
- Elicits and responds to objections
- Develops and presents persuasive arguments to address the concerns, wants, and needs of others
- Anticipates reactions and objections and plans how to overcome them
- Uses new information or approaches to overcome major resistance or objections
- Identifies key decision-makers and the people that influence them
- Builds alliances and enlists third party support and outside resources
Proficiency Levels
- Expert: Models, leads, trains, and motivates multiple levels of personnel to be excellent in influence.
- Advanced: Even in the most difficult or complex situations, anticipates objections and plans how to overcome them using new information or approaches, identifies key decision makers, builds alliances, and enlists third party support and outside resources.
- Intermediate: Usually anticipates objections and plans how to overcome them using new information or approaches, identifies key decision makers, builds alliances, and enlists third party support and outside resources.
- Basic: Sometimes develops and presents persuasive arguments that enlist support and address the concerns, wants, and needs of others, demonstrates how one’s position benefits the audience, and elicits and responds to objections.
- Awareness: Demonstrates common knowledge or an understanding of influencing, but may avoid or miss opportunities to use effective behaviors or to modify approach to gain the support of others.
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