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Assertiveness
Dare
Flexible behavior
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Flexible behavior

General behavior

  • Has a goal in mind 

  • Can distinguish the content of the process 

  • Questions their own approach 

  • Has a goal in mind 

  • Can distinguish the content of the process 

  • Questions their own approach 

Strategic

behavior

  • Adjusts its own tactics to the level and type of resistance 

  • Makes use of multiple influence tactics (lobbying, approaching decision-makers, seeking sponsors) 

  • Makes use of the ideas and subtle signals of others to steer the conversation in the desired direction 

  • Alternates different behavioral styles to effectively influence others 

  • Adjusts its own tactics to the level and type of resistance 

  • Makes use of multiple influence tactics (lobbying, approaching decision-makers, seeking sponsors) 

  • Makes use of the ideas and subtle signals of others to steer the conversation in the desired direction 

  • Alternates different behavioral styles to effectively influence others