In 2016, I completed a three day leadership course run by Cumbria Learning and Improvement Collaborative (CLIC). One element of this course was to take a self-assessment test to determine my predominant influencing style
The structure of this assessment tool is a series of statements to tick if true. The overall totals indicate which of five styles was the closest
The questions are arranged in five groups, each representing a style. Notionally, the identities of the styles are not known at the time the test is taken
Each group contains 8 statements to tick if 'This describes me' and a further 8 to tick if 'other people may describe me as' is felt to be applicable. So each group has a maximum of 16 points.
Each element has equal weight. The effectiveness of this tool will depend on whether the questions have been evenly balanced across all five styles and on the degree to which each statement is specific to one style, which seems a challenge.
There is no obligation to tick any statements. The lower the overall number of statements ticked, the higher the influence any one statement will have on the overall score.
A copy of the tool can be accessed on the CLIC website
https://www.theclic.org.uk/component/phocadownload/file/176-influencing-styles-questionnaire
The authorship of the tool is not clear. It is emblazoned with both the University of Cumbria and the CLIC logos. Small print at the end refers to a 1999 book 'Influencing Skills The Essential Guide To Thinking And Working Smarter' by J.Rogers. It notes 'permission to copy obtained from video Arts 23/10/03'. This date predates the formation of CLIC. Whom permission to copy was granted to is not stated
As I still have my original raw results, I thought it would be informative to retake the test now (2021). Amongst other things, this could show how differently I see things 5 years later.
The totals came out as follows:
There is quite a good degree of consistency between the two applications. I have ticked fewer statements in the recent sitting. This may indicate that I am being more cautious or have become more tentative.
The detailed scores are as follows
|
Style A |
2016 |
2021 |
|
This describes me |
|
|
|
Enjoy a
debate I get a buzz from it |
Yes |
Yes |
|
Put my own point of views across
vigorously |
|
|
|
Take the lead
in a group |
|
|
|
Like having the last word |
|
|
|
Feel strongly
motivated by the need to reach my goals |
|
|
|
Speak up when I think I am right |
Yes |
Yes |
|
Get annoyed
by people who won’t stand up for themselves |
|
|
|
May annoy others by seeming
bossy |
|
|
|
Other people may describe me as |
|
|
|
Forceful |
|
|
|
Abrasive |
Yes |
Yes |
|
Articulate |
Yes |
Yes |
|
Impatient |
|
|
|
Confident |
|
|
|
Ruthless |
|
|
|
Determined |
Yes |
|
|
Inflexible |
|
|
|
Style A Total |
5 |
4 |
|
|
|
|
|
Style B |
2016 |
2021 |
|
This describes me |
|
|
|
Explore
conflicts in order to defuse them |
Yes |
Yes |
|
Coax the other person to put
their view before putting my own |
|
|
|
Create
rapport with the other person |
Yes |
|
|
Feel strongly motivated by a
need to share power |
|
|
|
Invest as
much time as a process needs |
Yes |
Yes |
|
Like being a facilitator |
Yes |
|
|
Get annoyed
by people who refuse to work as equals |
|
|
|
May annoy others by
over-elaborating the process of influencing |
|
|
|
Other people may describe me as |
|
|
|
Patient |
Yes |
Yes |
|
Long winded |
|
|
|
Calm |
Yes |
Yes |
|
Impassive |
Yes |
Yes |
|
Steady |
Yes |
|
|
Over-serious |
|
Yes |
|
Willing to
learn |
|
|
|
Afraid of failure |
|
|
|
Style B Total |
8 |
6 |
|
|
|
|
|
Style C |
2016 |
2021 |
|
This describes me |
|
|
|
Put other
people’s needs first |
Yes |
Yes |
|
Make it easy for others to
confide in me |
Yes |
Yes |
|
Keep myself
open to influence from the other person |
Yes |
Yes |
|
Have skill in listening |
Yes |
Yes |
|
Feel strongly
motivated by a need to create harmony |
|
|
|
Like being the glue in a group |
|
|
|
Get annoyed
by aggressive people |
Yes |
Yes |
|
May annoy others by refusing to
say what I want |
|
|
|
Other people may describe me as |
|
|
|
Co-operative |
|
|
|
Passive |
|
|
|
Flexible |
Yes |
|
|
Cautious |
Yes |
Yes |
|
Modest |
Yes |
Yes |
|
Fearful of authority |
|
|
|
Unselfish |
Yes |
Yes |
|
Lacking authority |
|
|
|
Style C Total |
9 |
8 |
|
|
|
|
|
Style D |
2016 |
2021 |
|
This describes me |
|
|
|
Go for the
practical outcome |
Yes |
Yes |
|
Look for the trade-offs; give a
bit, get a bit |
Yes |
Yes |
|
Live for the
moment; tomorrow is another day |
|
|
|
Talk my way out of trouble |
|
|
|
Feel strongly
motivated by a need to find immediate solutions |
|
|
|
Like being the trouble shooter |
|
|
|
Get annoyed
by people who stick to protocol and rules |
Yes |
Yes |
|
May annoy others by giving
ground too quickly |
|
|
|
Other people may describe me as |
|
|
|
Pragmatic |
|
|
|
Cynical |
|
Yes |
|
Charming |
|
|
|
Frivolous |
|
|
|
Focussed on
the short term |
|
|
|
Tactical rather than strategic |
|
|
|
Optimistic |
|
|
|
Naive |
|
|
|
Style D Total |
3 |
4 |
|
|
|
|
|
Style E |
2016 |
2021 |
|
This describes me |
|
|
|
Ask the difficult questions
about things that could go wrong |
Yes |
Yes |
|
Prefer to leave hard decisions
to others |
|
|
|
Identify with
the underdog |
|
Yes |
|
Avoid getting competitive |
Yes |
|
|
Suggest
getting extra information before making a decision |
Yes |
Yes |
|
Feel strongly motivated by
wanting not to be the target of other people’s anger |
|
|
|
Like being
the person who seeks underlying causes |
|
|
|
Get annoyed by people who
deliberately create danger in relationships |
Yes |
Yes |
|
Other people may describe me as |
|
|
|
Sceptical |
Yes |
Yes |
|
Fearful |
|
|
|
Careful |
|
Yes |
|
Procrastinating |
|
|
|
Sceptical |
|
|
|
Discerning |
Yes |
|
|
Suspicious |
|
|
|
Low-key |
Yes |
Yes |
|
Unconfident |
|
|
|
Style E Total |
7 |
7 |
