Interpersonal Influence Inventory


Category: Instruments
Code: 101
Developed to help individuals assess their interpersonal influence style. The model upon which the inventory statements are based is an assertive behaviour model. This model suggests that 2 sets of behaviours create 4 behavioural mixes. One set of behaviour is related to an individual’s degree of openness or candor. Another set of behaviours is related to an individual’s degree of consideration for another or others. ALSO ONLINE*.

Interpersonal Influence & Communication Skills in the Workplace

Maybe you were born with it. Or maybe it was learned.

Influence is a daily part of everyday work life, from resolving misunderstandings with colleagues to negotiating complex deals and leading project teams. And while there are several different styles of interpersonal influence, research shows that assertive behaviour has the greatest impact on individual success and organisational performance.

How It Works

Presented with 40 statements, individuals choose 1 of 5 responses that they feel is most characteristic of their behaviour, as they perceive it. Each set of statements measures influence style by focusing on the 4 indicators: thoughts, emotions, nonverbal behaviour, and verbal behaviour.

Uses for the Interpersonal Influence Inventory

The Interpersonal Influence Inventory (III) is a useful instrument for many training purposes. Use it as a stand-alone instrument or as part of a larger training initiative. It’s also helpful as an objective, non-threatening means of diagnosing interpersonal tensions within groups. Other appropriate uses include:

Negotiation: The III can show negotiators the attitudes and behaviours they take to the negotiating session and enlighten them as to how assertive styles of influence can produce win-win results.

Leadership Skills Training: The III can help managers discover how they influence others and how assertive styles of influence can elicit more positive reactions to their visions and engender more productive and satisfied workers.

Communication Skills Training: The III can help workers at all levels become aware of how they communicate with others. It can also show them how assertive behaviour will help get their messages across clearly and directly and improve communication flow in general.

Conflict Resolution: The III is useful in making individuals aware of how they handle conflict and in helping them to learn that conflict can be constructive if it is openly and clearly expressed.

Learning Outcomes

• Identify their preference for one of 4 personal influence styles: Passive, Assertive, Openly Aggressive, or Passively Aggressive

• Learn why assertive behaviour is the one style that always yields positive results

• Understand how other influence styles can hamper interpersonal communication

• Discover the behavioural cues that signal each style.

When an individual employs these sets of behaviours in varying proportions, an influence style is created. Depending on the relative use of each set of behaviours, 1 of 4 influence patterns results.

Participant Guide includes:

• 40-item inventory

• Pressure-sensitive scoring form

• Theoretical background

• Interpretative information

ONLINE VERSION ALSO AVAILABLE (See Related Products below)

* Telephone (01267) 281661 to set up a new online project. Please go to the Online Assessments section of the website for the full range of available Online Assessments.

FORMAT Assessment
OBJECTIVE To identify preference for one of four personal styles
AUDIENCE Individuals at all levels
TIME REQUIRED Scoring: 20 minutes, Interpretation: 40 Minutes
AUTHOR HRDQ Research & Development Team