Following are a series of questions that fall within each of the areas of the influence framework. Review the questions in each area and highlight the ones that you believe to be relevant to the outcome of your influence opportunity. Answer the key questions, then think how you will use the information to build the relationship, and achieve your desired results.
What are the relevant values of the other? How are they similar or different from yours? What are his or her high-priority goals right now? Yours?
What common or conflicting vested interests are important in this situation? What do each of you have to gain or lose?
What are the important current issues that have an impact on this person?
How would you describe his or her communication or work style? How does he or she generally prefer to be approached? How does your usual approach match with his or her preferences? How might you want to modify it?
How does the business strategy of the organization relate to the subject at hand? Are the results you envision a good "fit" for the organizational strategy and goals?
How will the organization's structure and processes affect your influence approach? Is your approach out of the norm?
Where does this issue stand in the ranking of organizational priorities?
How might the formal or informal power structure in the organization affect the outcome of your influence action?
Who are other stakeholders in the outcome of your action? How will you involve them?
What are the cultural values (organizational, professional, national, or ethnic) that are relevant to this issue?
What are the norms (formal or informal ground rules) that you should be aware of?
What are some of the cultural assumptions that relate to this situation?
What are the usual cultural practices or rituals that might be useful in this situation?
Are there any cultural taboos that could derail your approach?