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380 PART 4: THE LEADER AS A RELATIONSHIP BUILDER
Leadership at Work
Circle of Influence
How do you personally try to influence others? Think carefully about how you get oth-
ers to agree with you or do something you want. Watch the way you influence others in
a team, at home, or during your work. Make a list below of your influence tactics:
1. ________________________ 4. ___________________________
2. ________________________ 5. ___________________________
3. ________________________ 6. ___________________________
Of the influence and political tactics discussed in the chapter, which ones do you
typically not use?
During the next two days, your assignment is to (1) monitor the influence tactics you
typically use, and (2) try one new tactic that you don’t normally use. The new influence
tactic you will try is: ______________________________________________________________
Another important concept is called the circle of influence. Think carefully about the
people who have influence over you. These people are your circle of influence. You may have
one circle of influence at work, another at home, and others for your social life or career.
Write down the people who would have some influence over you at work or school:
This is your circle of influence.
A person’s circle of influence can be important when you really want to influence that
person. If the person doesn’t respond to your normal influence attempts, think about identi-
fying their circle of influence—the people who have influence over them. You can then influ-
ence people in the “circle” as an indirect way to influence the person you want to change.
Pick a person at work or school, or even your instructor, and plot out their circle of
influence. List the key people you believe are in their circle of influence:
How would you get more information on the person’s true circle of influence?
How can you use your knowledge of the person’s circle to have influence over him/
her? What are possible disadvantages of using this approach to influence someone?
