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Influence Styles Inventory

SKU 0513E1FG
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The Influence Styles Inventory (ISI) assesses three communication styles that people use to influence others: passive, assertive, and aggressive. Drawing on research that integrates the importance of assertiveness with interpersonal communication and influence, this assessment allows managers to analyze and develop their specific influencing styles.

How It Works

A brief interpretation section gives detailed explanations and comparisons of the different communication styles. Here you will identify the common feelings communicated, the specific behaviors used, the verbal expressions associated, and the aims of each style. This is followed by an explicit discussion of how one might develop better assertion skills. The instrument takes about 10 minutes to complete and score. Scoring is simple and visual, resulting in a graphic display and comparison of the three style preferences.

Uses and Applications

The ISI is a tool not only for examining one's preferred style but for developing a practical understanding of how the three styles can be seen to be different in action. In this way, respondents can begin to learn how to use assertion effectively, as a distinct alternative to aggression or passive avoidance.

Use the ISI in workshops focusing on:

  • Assertiveness training
  • Management development
  • Conflict management
  • Interpersonal communication

Learning Outcomes

By the end of this workshop, participants will be able to:

  1. Identify their communication style preference
  2. Uncover why which communication style yields the most positive results
  3. Understand how other influence styles can hamper interpersonal communication
  4. Discover the behavioral cues that signal each style

Product Details

  • Product Type: Assessment and workshop. The Facilitator Guide includes everything you need to lead a successful training session.
  • Target Audience: Managers and supervisors.
  • Measures: Your participants' influencing styles.
  • Dimensions: Assertiveness, expressiveness, and influencing skills.
  • Time Required: 30 minutes.

What To Order

  • Trainer's Guide: Order One Guide Per Trainer
    The Trainer's Guide includes background information, administrative guidelines, step-by-step workshop outline, and sample participant materials.
  • Paper Assessment 5-Pack: Order One Pack for Up to Five Participants
    The Paper Assessment is ideal for facilitators who prefer to oversee scoring and administration of the assessment. It provides pressure-sensitive forms for manual scoring.

About the Authors

Marshall Sashkin, Ph.D., is professor emeritus of human resource development at the George Washington University. He teaches graduate courses in management and organization development, leadership, consulting skills, and research design and methods. He received his Bachelor's in Psychology from the University of California, Los Angeles, and earned his Ph.D. in Organizational Psychology from the University of Michigan.