PERSONALimpact and influencing assessment: a 360 degree assessment instrument
This inventory offers you the opportunity to assess the impact and influence you have on others.
You need to complete Part A of the inventory yourself. In addition, you will need to ask three other people who know you well to complete Part B of it.
Then complete Part C to compare your scores with those of the other people in order to identify strengths and areas for development.
Part A - Yourself
Using the following scale from 1 to 4, rate each statement according to your views.
4 = Agree strongly
3 = Agree
2 = Disagree
1 = Disagree strongly
RELATING to others
Statement
Score
1. I give my full attention to others when they are speaking.
2. People tell me I'm a good listener.
3. I summarize others' ideas and views during discussions.
4. I make good use of questions to increase my understanding.
5. I ask for others' views and opinions.
6. I ask relevant questions.
7. People feel comfortable about the way I ask questions.
8. I build alliances with people by finding common ground.
9. Even when I have not much in common with the other person, I find something I can agree with.
10. I engender cooperation in others.
11. I am open about what is important to me.
12. Other people are aware of my motives for doing things.
Getting Others to Relate to You
Statement
Score
13. I express concise and coherent ideas, thoughts, and arguments.
14. I am able to think on my feet
15. I am confident in expressing my views.
16. I state clearly what I expect from others.
17. I make it clear what others need to do.
18. I express my wants and needs in a confident manner.
19. I spell out the consequences of people's behavior.
20. I give people incentives for supporting my objectives.
21. I offer to help other people in return for their support.
22. I express my feelings honestly and directly in a way that is respectful
23. When I feel strongly about something, I let others know.
24. I do not hide my feelings.
I have a positive impact when I:
I have a negative impact when I:
Part B - Others' views
Thinking about me, ______________________________, and using the following scale from 1 to 4, rate each statement according to your views of how I relate to others and get others to relate to me.
4 = Agree strongly
3 = Agree
2 = Disagree
1 = Disagree strongly
Relating to Others
Statement
Score
1. I give my full attention to others when they are speaking.
2. People tell me I'm a good listener.
3. I summarize others' ideas and views during discussions.
4. I make good use of questions to increase my understanding.
5. I ask for others' views and opinions.
6. I ask relevant questions.
7. People feel comfortable about the way I ask questions.
8. I build alliances with people by finding common ground.
9. Even when I have not much in common with the other person, I find something I can agree with.
10. I engender cooperation in others.
11. I am open about what is important to me.
12. Other people are aware of my motives for doing things.
Getting Others to Relate to You
Statement
Score
13. I express concise and coherent ideas, thoughts, and arguments.
14. I am able to think on my feet
15. I am confident in expressing my views.
16. I state clearly what I expect from others.
17. I make it clear what others need to do.
18. I express my wants and needs in a confident manner.
19. I spell out the consequences of people's behavior.
20. I give people incentives for supporting my objectives.
21. I offer to help other people in return for their support.
22. I express my feelings honestly and directly in a way that is respectful
23. When I feel strongly about something, I let others know.
24. I do not hide my feelings.
This person has a positive impact on me when he/she:
This person has a negative impact on me when he/she:
Part C: score comparison
Relating to Others
Use this table to compare your scores.
Statement
Your Score
Others' Score
Others' Score
1. I give my full attention to others when they are speaking.
2. People tell me I'm a good listener.
3. I summarize others' ideas and views during discussions.
4. I make good use of questions to increase my understanding.
5. I ask for others' views and opinions.
6. I ask relevant questions.
7. People feel comfortable about the way I ask questions.
8. I build alliances with people by finding common ground.
9. Even when I have not much in common with the other person, I find something I can agree with.
10. I engender cooperation in others.
11. I am open about what is important to me.
12. Other people are aware of my motives for doing things.
13. I express concise and coherent ideas, thoughts, and arguments.
14. I am able to think on my feet
15. I am confident in expressing my views.
16. I state clearly what I expect from others.
17. I make it clear what others need to do.
18. I express my wants and needs in a confident manner.
19. I spell out the consequences of people's behavior.
20. I give people incentives for supporting my objectives.
21. I offer to help other people in return for their support.
22. I express my feelings honestly and directly in a way that is respectful
23. When I feel strongly about something, I let others know.
24. I do not hide my feelings.
Drawing conclusions
The personal impact and influence we have depends on how well we:
Relate to others
Get them to relate to us
On the majority of occasions, our personal impact is greatest when we demonstrate both behavior sets. However, there are occasions when we need to use more relating behaviors in order to influence and vice-versa.
The danger is that we over-use one behavior set more than the other, for example, using only “getting people to relate to us” behaviors rather than “relating to them” behaviors.
This questionnaire allows you to assess your range of influencing behaviors. Look at your total scores for:
Relating to others
Getting others to relate to you
Compare your scores with the scores of other people who also completed the questionnaire. If there is a large discrepancy in scores, you are probably over or under using a behavior set. As a result, your intentions may be different from the actual impact you are having on others. Look specifically at areas where you can develop your skills in order to have a greater positive impact.
With regard to relating to others:
Statements 1—3 refer to listening skills.
Statements 4—6 refer to questioning skills.
Statements 7—9 refer to building common ground.
Statements 10—12 refer to being open.
With regard to getting others to relate to you:
Statements 13—15 refer to stating your views and opinions.
Statements 16—18 refer to stating what you expect.
Statements 19—21 refer to stating incentives and consequences.
Statements 22—24 refer to expressing feelings.
Reproduced by permission from HRD Press, Inc., Compendium of Questionnaires and Inventories, Volume 2, Cook, Sarah.
