Switzerland

People in Switzerland use logical persuading (5.92) considerably more often than any other influence technique, followed by the other power tools:  stating, socializing, consulting, and appealing to relationship.  However, they use the latter technique significantly less often than the global norm.

The Swiss also use legitimizing significantly less than the global norm, as well as alliance building (which may be expected given their history of neutrality). 

In Switzerland, the principal source of power is one’s character.  Also key are one’s reputation and knowledge (which in Switzerland are rated significantly higher than the norm).  Attraction is rated considerably lower than the global norm.  So one’s likeability is relatively less important in Switzerland than one’s integrity, reputation, and knowledge. 

To influence effectively in this culture, rely mainly on logical persuading.  Stating is also important.  They will be comfortable stating their beliefs, opinions, proposals, and requests directly.  They will respect it if you are similarly candid and forthright.  The Swiss are thoughtful.  They will be persuaded not only by the quality of your ideas and conclusions but also by the amount of knowledge you bring to the table and your reputation.  Avoid using alliance building or appealing to authority (legitimizing).  For the most part, these two techniques will be less successful in Switzerland.

 

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