FundamentalsofInfluence 33 6. 7. 8. 9. 10. using is not working, don't keep doing the same thing. try some- thing else. influence is cultural. People in different countries and cultures may differ in how they respond to the different influence techniques. to influence effectively in different cultures, you need to understand how power and influence are used in that culture and adapt accordingly. ethical influence is consensual and often bilateral. Unethical influ- ence may succeed--but always at a cost. People respond best to the influence techniques they use themselves; and if you are observant, people will reveal what they find most influential. influence usually involves a mix of techniques. the more power you have, the more influential you will be. challenges for readers 1. consider some of your most recent attempts to influence others at work or in your life. Reflect on three or four influence attempts that succeeded. What were you trying to do and, more important, why were you successful? 2. now reflect on three or four influence attempts that failed. What were you trying to do in these cases, and why weren't the people influenced as you had hoped? What could or should you have done differently? What might have made the difference? 3. Reflect on how other people have influenced you in the past. Has someone ever been so influential with you that you became commit- ted to that person's ideas or course of action? Have you ever been moved to assume a leadership role? How did the influencer accom- plish that? What was so compelling for you? 4. conversely, has someone ever tried to influence you, and your reac- tion was to actively or passively resist or to instigate a rebellion? if so, what prompted your reaction? What did the person do or say that exacerbated the situation? What should the person have done differ- ently? 5. Has anyone ever tried to influence you to do something that was contrary to your interests or values? What was your response? 6. one of the foundations of agreement is disposition. think about the times someone has tried to influence you, and you didn't cooperate American Management Association · www.amanet.org