Three Influencing Categories & Six Unique Styles
Head Dominant
Sages & Negotiators lead with the rational mind; tuned into facts, figures and organizational data.
Heart Dominant
Storytellers and Connectors lead with emotional intelligence; tuned into the big picture.
Gut Dominant
Caregivers and Connectors lead with intuition, tuned into others.
Head Dominant
Leads with the rational mind; tuned into facts, figures and organizational data.
Sage
“Expert” who establish trust through credibility, expertise, and organizational intelligence
The Sage builds trust through credibility, expertise and organizational intelligence. They aren’t just experts – they have integrity, follow-through and are committed to doing their job well. Sages are clearly understood – their motives are transparent and they can be counted on to do what they say they will do.
- Top skills: Being a subject matter expert • Being helpful
- Top traits: Curious • Principled
- Top situation: Use information, facts and figures to develop a sound argument for an idea
Complementary style: Negotiator and Advocate (to the left and right)
Contrasting style: Connector (directly opposite)
Negotiator
“Consensus builders” who listen to and acknowledge different viewpoints to build agreement
The Negotiator understands that influence should be reciprocal. Negotiators are willing to listen and acknowledge different viewpoints to build rapport. Negotiator influencers are confident and are open to sharing the facts, figures and the unique qualities of what they bring to the table.
- Top skills: Being helpful • Being a subject matter expert
- Top traits: Empathetic • Curious
- Top situation: Listens carefully to understand the thoughts, feelings and ideas of others
Complementary style: Sage and Storyteller
Contrasting style: Caregiver
Heart Dominant
Leads with emotional intelligence; tuned into the big picture.
Storyteller
“Communicators” who are skilled at building enthusiasm for transformative ideas
The Storyteller is skilled at building energy and fueling commitment for a cause. They are adept at gaining consensus through authentic enthusiasm. Storytellers have a contagious quality and are memorable communicators.
- Top skills: Sharing interests • Building rapport
- Top traits: Charismatic • Sociable
- Top situation: Shares ideas in a way that targets people’s hearts (human impact and outcomes) rather than their heads (using data and facts)
Complementary style: Negotiator and Connector
Contrasting style: Advocate
Connector
“Facilitators” who are strategic about building their social capital
The Connector values and understands the importance of involving others in decision making and problem solving. They enjoy building relationships with others and have an extensive network of relationships. Connectors are mindfully strategic about building their social capital.
- Top skills: Networking • Sharing interests
- Top traits: Sociable • Generous
- Top situation: Makes connections with others easily within the team and while meeting new people
Complementary style: Storyteller and Caregiver
Contrasting style: Sage
Gut Dominant
Leads with intuition, tuned into others.
Caregiver
“Problem Solvers” who establish trust and rapport through their authentic interests in addressing the needs of others
The Caregiver deeply understands the value of giving and the rule of reciprocity – others will respond favorably to generosity. Caregivers don’t just give to get back – they are genuinely committed to helping others and easily establish trust and rapport through their authentic interests in the ideas and needs of others.
- Top skills: Being helpful • Building rapport
- Top traits: Generous • Empathetic
- Top situation: Offers advice, recommendations, tips or assistance without expectation of anything in return
Complementary style: Connector and Advocate
Contrasting style: Negotiator
Advocate
“Changemakers” who champion a cause and find ways to bring people together to move forward
The Advocate is adept at finding ways to bring people together to solve problems. They understand that a shared identity is key to building connections between themselves and others and are skilled at developing rapport with others quickly.
- Top skills: Supporting/Empowering • Being helpful
- Top traits: Principled • Empathetic
- Top situation: Highlight both the risks and rewards of your ideas while looking at the big picture
Complementary style: Sage and Caregiver
Contrasting style: Storyteller
