Page 20 - Leadership Basics 4

Influencing Strategies: Scoring Chart (Stott and Walker, 1992)

Please enter your scores for each statement on the grid below.

Assertive Friendliness Reasoning Coalition Sanctions Bargaining Referral

2 □ 1 □ 3 □ 4 □ 5 □ 6 □ 7 □
8 □ 9 □ 10 □ 11 □ 12 □ 13 □ 14 □
15 □ 16 □ 17 □ 18 □ 19 □ 20 □ 21 □
22 □ 23 □ 24 □ 25 □ 26 □ 27 □ 28 □

32 □ 30 □ 31 □ 29 □ 34 □ 33 □ 35 □
36 □ 38 □ 39 □ 40 □ 42 □ 41 □ 37 □
Total

□ □ □ □ □ □ □

Show your scores by filling in the bar chart below. Shade in the area below our lines. This will give
you a picture of your preferred strategies in relation to others.

50

Reasoning Coalition Sanctions Bargaining

40 Assertiveness Friendliness Upward Referral

30

20

10

16