KEY ACTIONS
- Opens discussions effectively – Describes expectations, goals, requests, or future states in a way that provides clarity an excites interest.
- Clarifies the current situation – Seeks, gives, and summarizes information; ensures that the situation/issue at hand is understood.
- Develops other’s and own ideas – Presents own ideas; seeks and develops suggestion of others; makes procedural suggestions.
- Facilitates agreement – uses appropriate influence strategies ( such as demonstrating benefits or giving rewards ) to gain genuine agreement; persists by using different approaches as needed to gain commitment.
- Closes discussions with clear summaries – Summarizes outcomes of discussions and establish next steps if needed.
- Uses key principles - Establishes good interpersonal relationships by helping people feel valued, appreciated, and included in discussions (enhances self-esteem, empathizes, discloses, supports).
(Gaining Commitment)