Beruflich Dokumente
Kultur Dokumente
1 Objective:
(what do you wish to accomplish through your influence activity?)
2 Issue Description
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HEART OF INFLUENCE 2. Influence Network
2 For each group, list the subgroups to which members might also belong
List the names of key decision-makers and opinion leaders in each group and subgroup
© 2004 ActKnowledge
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HEART OF INFLUENCE 2. Influence Network
use the thickness of the line to indicate the strength of relationship between people
4 Indicate on the map (Q3) whether each person is a Supporter, Opponent or Persuadable
use symbols or colours to differentiate them
1 10
influence
6 List the key stakeholders and stakeholder groups whom you will target to be influenced
These names become the foundation for the next step. Refer to Q4: Stakeholder Interests
© 2004 ActKnowledge
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HEART OF INFLUENCE 3. SCM
2 Background
Assertiveness o Aggressive o Submissive o Assertive
Talk/Listen Ratio: ____/____
o legitimate/hierarchy
o positional
o reward
o coercive (punish)
o expert/knowledge
o referent
o emotional
o network
o other: _________
3 Metaprograms
Information Processing Style (internal representation)
o Visual o Auditory o Kinaesthetic o Auditory digital
Key words and phrases:
© 2004 ActKnowledge
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HEART OF INFLUENCE 3. SCM
Hot buttons
Favourable words, issues and interests Unfavourable words, issues and interests
You may wish to note examples of when this style was used successfully by or on this person
5 Connections
Which are the key groups/subgroups to which this person belongs? (refer to Q2.2)
Group Subgroup(s) Comments
o
o
o
o
o
o
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HEART OF INFLUENCE 4. Interests
Q
Ways to strengthen(weaken) these U Ways to strengthen(weaken) these
O
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HEART OF INFLUENCE 5. Strategies & Tactics
© 2004 ActKnowledge
http://www.actknow.com