In this issue...
Quantum2 Web Sessions

Upcoming Quantum2 Session in London

Quantum2 Introduces Podcasts

Quantum2 Topic of the Month—Influencing Styles


Visit the Q2 Highlights Archives


Quantum2 Web Sessions

The World Clock will convert the hours to match your local time.

The following Quantum2 web sessions in English and German are being offered through December 2007. To join these classes, please use the attending registration links.

 Conducted in English:

Assessing Clients' Needs: Map the Information Flow
Nov. 15, 2007 : Register
2:00 p.m. New York
7:00 p.m. London

Communicating and Influencing for Results
Dec. 13, 2007 : Register
9:00 a.m. New York
2:00 p.m. London

 Conducted in German:

Creating a Knowledge Sharing Culture: How to Thrive on Change
Nov. 22, 2007 : Register
2:00 p.m. Paris

Upcoming Quantum2 Session — London ONLINE

For those of you attending London ONLINE December 4-6, please join us for a Quantum2 session on"How Web 2.0 is Transforming Information Services: A Paradigm Shift."

This session will cover the impact of generations on both the information service workforce and the provision of services, including necessary new competencies and the utilization of technology for the changing role.


From the Editor

As always, your suggestions for workshop topics are welcomed. Also, if you know a friend or colleague who would benefit from Quantum2, please encourage them to sign up today.

Betty Jo Hibberd
Betty Jo Hibberd
Senior Manager
IPMD,
Thomson Scientific


Quantum<sup>2</sup>Quantum2 Highlights
A newsletter of the Thomson Scientific leadership development program for information professionals

Dear Quantum2 Member...
As year-end approaches, we'd like you to take a moment to mark your calendars for upcoming Quantum2 workshops and to check out the latest addition to the resources we offer on our website at www.thomsonscientific.com/quantum2. This month we want to talk to you about your influencing style, so read on.

Quantum2 Introduces Podcasts

As promised, we've been busy conquering new technologies to bring Quantum2 competencies to you in ways that are easier to access. You can now download our first podcast on packaging information services at http://www.thomsonscientific.com/quantum2/q2_resources/podcasts/. Enjoy these Quantum2 conversations at your desk or take them with you on your MP3 player!

Quantum2 Topic of the Month
Influencing Styles: Pull vs. Push

According to the Cambridge Advanced Learner's Dictionary, "influencing" means "to affect or change how someone or something develops, behaves or thinks." Learning how to influence key organizational stakeholders can be a powerful skill for information professionals as they seek to promote the value of their information services. Therefore, it is crucial to understand influencing styles and when to use them.

There are two basic types of influencing — pull and push. Here are the characteristics of each:

PULL

PUSH


  • Seek information
  • Test understanding
  • Use open and warm non-verbal behavior
  • Share your thoughts, feelings and concerns
  • Highlight what you have in common
  • Describe a shared future
  • Explore benefits and consequences

  • Make proposals and counter-proposals
  • Offer ideas and suggestions
  • Give reasons (quality not quantity), especially when disagreeing
  • Acknowledge and build on ideas and proposals of others
  • Express your feelings as feedback
  • State expectations and needs
  • Describe rewards and consequences

Most people have a natural inclination toward one or the other. However, to best utilize these influencing styles, you should consider the strengths and weaknesses of each and when to use them to your full advantage.

The strength of a "pull" influencing style is that it rests on information sharing in a non-adversarial fashion that is respectful and strengthens relationships. However, the drawbacks of this style are that it is not direct and can be seen as weak and manipulative. People who are the target of this type of influencing can sometimes feel confused and resent the length of time taken to process a request.

On the other hand, a "push" influencing style is strong because it imparts knowledge in a very direct and quick fashion. Weaknesses are that it can be perceived as threatening and leaves a person no choice in the matter.

The important thing to remember about these influencing styles is that each has its place in your arsenal of skills. When you need a quick answer or know the person you are influencing is a very direct "push" type, a push style is preferable. However, when you are trying to gain information, test whether your goal is a possibility or build buy-in, you should use a pull approach.

In conclusion, it's important to remember that influencing others is based on choosing the right tactic for the particular situation and then having the skill to use it in the right way.


Thomson Scientific
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