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Digg It - Understanding The Different Influencing Styles
The way in which you behave as a manager and the approach you take will have a marked effect on your ultimate success or failure.
Having a range of approaches and styles of behaviour gives you more flexibility. It increases your options – and your chances of success.
Natural Styles
Most managers have a natural style of influence which they prefer to
Having a range of approaches and styles of behaviour gives you more flexibility. It increases your options – and your chances of success.
Natural Styles
Most managers have a natural style of influence which they prefer to
According to USFDA, a combination product is one composed of any combination of a drug and device; biological product and device; drug and biological product
use whenever possible. More flexible managers also keep in reserve a fall back style, used when the preferred style doesn’t achieve the desired results.
However, there are at least eight identifiable styles of influence – not including aggression, manipulation or force!
Because you are influencing a wide range of people, proficiency in a wider range of sty
However, there are at least eight identifiable styles of influence – not including aggression, manipulation or force!
Because you are influencing a wide range of people, proficiency in a wider range of sty
; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.
Examples of combination products may in
Examples of combination products may in
les will ensure more success. Step outside the comfort zone of your natural style and enjoy greater success by practising new ways of influencing.
However, do think carefully which influencing style has the greatest chance of succeeding. Varying your styles too much may give you a reputation for being unpredictable
The Autocratic Approach
You tell t
However, do think carefully which influencing style has the greatest chance of succeeding. Varying your styles too much may give you a reputation for being unpredictable
The Autocratic Approach
You tell t
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
hem, they agree
Use the push style when:
• You are looking for a quick response
• You seek only short-term commitment
• You are happy to check up and follow through
This approach works best when supported by power, authority, age, knowledge or wisdom. Resistance or objections are minimised. You tell others what you want them to do and they do it.
Do rem
Use the push style when:
• You are looking for a quick response
• You seek only short-term commitment
• You are happy to check up and follow through
This approach works best when supported by power, authority, age, knowledge or wisdom. Resistance or objections are minimised. You tell others what you want them to do and they do it.
Do rem
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
ember though, that autocracy can be a high-risk strategy. It may result in a feeling of ‘You won, I lost’. They’ll get you next time.
The Collaborative Approach
You include others in the decision-making process.
Use the push style when:
• You want to maintain long-term influence with others
• You seek a high level of commitment
• You have no time
The Collaborative Approach
You include others in the decision-making process.
Use the push style when:
• You want to maintain long-term influence with others
• You seek a high level of commitment
• You have no time
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
to enforce the outcome
This approach works successfully without you having any power or authority.
A word of caution, democracy takes time and can result in watered down solutions. Remain consistently collaborative. Don’t give up too early. Avoid imposing too many parameters or conditions – these will create frustration in others.
The Logical Approach<
This approach works successfully without you having any power or authority.
A word of caution, democracy takes time and can result in watered down solutions. Remain consistently collaborative. Don’t give up too early. Avoid imposing too many parameters or conditions – these will create frustration in others.
The Logical Approach<
ucts have become life saving products for the pharmaceutical companies who doesn’t have many innovative molecules in their product pipeline and have been inc
/b>
You use clear logical, unassailable arguments, supported by proof.
Use logic when:
• The other person demands evidence and lots of detail
• You are prepared to do your homework
• You are prepared to wait for a reaction
This approach works best when the other person is a logical, linear thinker. Avoid exaggeration and unnecessary emotion. Offer inste
You use clear logical, unassailable arguments, supported by proof.
Use logic when:
• The other person demands evidence and lots of detail
• You are prepared to do your homework
• You are prepared to wait for a reaction
This approach works best when the other person is a logical, linear thinker. Avoid exaggeration and unnecessary emotion. Offer inste
easingly used in the product life cycle management. Even the companies having product patents are trying to extend their product life cycle through the combi
ad facts and figures.
But, you may find this style long-winded and frustrating. You may even be forced to put it in writing. Allow time to prepare your argument, time to explain it, time to wait for a reaction.
The Emotional Approach
You use your natural charm, charisma or enthusiasm.
Use emotion when:
• You want others to feel part of an exciting
But, you may find this style long-winded and frustrating. You may even be forced to put it in writing. Allow time to prepare your argument, time to explain it, time to wait for a reaction.
The Emotional Approach
You use your natural charm, charisma or enthusiasm.
Use emotion when:
• You want others to feel part of an exciting
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
project
• You want to fire up someone’s motivation
• You are truly enthusiastic about an idea
This approach works when your influence becomes a genuine extension of your own feelings and beliefs. Appealing to the long-term effects of your ideas, you will reinforce their continuing value.
Do remember though that emotional appeal carries risks. It can leav
• You want to fire up someone’s motivation
• You are truly enthusiastic about an idea
This approach works when your influence becomes a genuine extension of your own feelings and beliefs. Appealing to the long-term effects of your ideas, you will reinforce their continuing value.
Do remember though that emotional appeal carries risks. It can leav
and physically. They need to rightly judge the benefits of the combination products and they have to even look at the risks involved when combining the produ
e a nasty taste in the mouth. Painful memories linger longer.
The Assertive Approach
You ask directly, clearly and confidently for what you want, or don’t want.
Be assertive when:
• You want to influence autocratic people, bullies, stick-in-the-muds
• You want to influence behaviours
• You need to act and initiate, rather than react
Assertivenes
The Assertive Approach
You ask directly, clearly and confidently for what you want, or don’t want.
Be assertive when:
• You want to influence autocratic people, bullies, stick-in-the-muds
• You want to influence behaviours
• You need to act and initiate, rather than react
Assertivenes
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
can have a lasting effect, especially on those who least expect it from you. Any resistance is met by your persistence.
Assertive influence carries little or no risk.
The Passive Approach
You win the day by being submissive, by not overtly influencing.
Remain passive when:
• You want to influence others through personal demonstration
• You want
Assertive influence carries little or no risk.
The Passive Approach
You win the day by being submissive, by not overtly influencing.
Remain passive when:
• You want to influence others through personal demonstration
• You want
ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.
Following aspects would a
Following aspects would a
to avoid unhelpful confrontation
• You have tried all the other approaches
As you quietly demonstrate desired behaviours, others can see for themselves the value in following your lead. Many potential confrontations with power or authority demand submissive influence, which can pay positive dividends.
The downside is that your submissiveness may leave you
• You have tried all the other approaches
As you quietly demonstrate desired behaviours, others can see for themselves the value in following your lead. Many potential confrontations with power or authority demand submissive influence, which can pay positive dividends.
The downside is that your submissiveness may leave you
dd to the challenges in developing combination products:
Which markets to tap where the combination products can do fairly well?
Which combination prod
Which markets to tap where the combination products can do fairly well?
Which combination prod
with feelings of low-esteem. Can you live with this?
The Sales Approach
You use good old-fashioned salesmanship.
Use salesmanship when:
• You know that the other person expects to be sold to
• You need to show the benefits your suggestion will produce
• You enjoy selling ideas
Draw out their point of view, understand their needs, demonstrate tha
The Sales Approach
You use good old-fashioned salesmanship.
Use salesmanship when:
• You know that the other person expects to be sold to
• You need to show the benefits your suggestion will produce
• You enjoy selling ideas
Draw out their point of view, understand their needs, demonstrate tha
cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
t you empathise; minimise resistance by showing how their ideas dovetail with your own; show how they will benefit.
Do realise though that logical or submissive people often hate an overt sales approach and may work hard to wreck your plans.
The Bargaining Approach
You trade concessions in order to reach a mutually acceptable conclusion.
Bargain or
Do realise though that logical or submissive people often hate an overt sales approach and may work hard to wreck your plans.
The Bargaining Approach
You trade concessions in order to reach a mutually acceptable conclusion.
Bargain or
tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
negotiate when:
• You are both equally keen to go ahead with the idea
• You are happy and able to offer a few concessions
• You want to reach a win-win conclusion
Don’t just share the cake – make it a bigger one. Your success as a fair negotiator will help cement the relationship.
Aim too low and you’ll end up even lower. Over collaborate and you
• You are both equally keen to go ahead with the idea
• You are happy and able to offer a few concessions
• You want to reach a win-win conclusion
Don’t just share the cake – make it a bigger one. Your success as a fair negotiator will help cement the relationship.
Aim too low and you’ll end up even lower. Over collaborate and you
t?
As combination products don't fit into the traditional categories of drugs, medical devices, or biological products, the USFDA is in the process of devel
As combination products don't fit into the traditional categories of drugs, medical devices, or biological products, the USFDA is in the process of devel
may regret giving too much away. Always trade concessions.
The Power Of Positive Behaviour
Who has been a big influence in your life? A parent, relative, employer, friend or neighbour? Chances are that they often did nothing specific to influence you – they just behaved in ways that you took note of and decided to copy.
The behaviour of othe
The Power Of Positive Behaviour
Who has been a big influence in your life? A parent, relative, employer, friend or neighbour? Chances are that they often did nothing specific to influence you – they just behaved in ways that you took note of and decided to copy.
The behaviour of othe
ping new procedures for reviewing their safety, efficacy and quality.
Professional from academic institutions, pharmaceutical industries, health care indust
Professional from academic institutions, pharmaceutical industries, health care indust
rs can be influenced greatly when they observe the ways in which you:
• Deal with aggression
• Handle awkward customers
• Control group behaviour
• Field tricky questions
• Overcome resistance
• Live by your values and beliefs
• Walk the talk
Behaviours that help the influencing process:
• Continuous maintenance of rapport
• Maintaining good
• Deal with aggression
• Handle awkward customers
• Control group behaviour
• Field tricky questions
• Overcome resistance
• Live by your values and beliefs
• Walk the talk
Behaviours that help the influencing process:
• Continuous maintenance of rapport
• Maintaining good
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
eye contact
• Congruent body language which supports your messages
• Appropriate voice tone which underpins what you say
• Flexibility – being prepared to change your approach, when necessary
• Awareness and acceptance of the needs of others
• Lack of conditional words, which dilute your messages
In Summary: Modelling Behaviour
Ok, suppose you d
• Congruent body language which supports your messages
• Appropriate voice tone which underpins what you say
• Flexibility – being prepared to change your approach, when necessary
• Awareness and acceptance of the needs of others
• Lack of conditional words, which dilute your messages
In Summary: Modelling Behaviour
Ok, suppose you d
.
As there is an increasing trend of the combination products companies manufacturing such products should be able to tackle the problems involved in the de
As there is an increasing trend of the combination products companies manufacturing such products should be able to tackle the problems involved in the de
on’t have sufficient flexibility of style. With practice, it’s easy to observe, analyse and reproduce the effective behaviours of other people. If you’ve ever studied any skill under a master, you will already have done this.
Suppose you know a person who uses an influencing style in a particularly elegant or effective manner. You have identified this as som
Suppose you know a person who uses an influencing style in a particularly elegant or effective manner. You have identified this as som
elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.
Companies that provide selfless information through particip
Companies that provide selfless information through particip
ething you would like to improve for yourself. By closely observing what works for that person and noticing the effect it has on others, you can begin to experiment by adopting these behaviours and strategies and making them work for you, too.
Behaviour is only behaviour – it can usually be replicated
Copyright © 2006 Jonathan Farrington. All rights reserve
Behaviour is only behaviour – it can usually be replicated
Copyright © 2006 Jonathan Farrington. All rights reserve
tion in industry events and feedback to regulatory authorities would be able to face the challenges and will be successful in developing combination products
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