The TOPS Formula
When you try to influence people, you are applying power in order to accomplish a goal. Your success depends on a number of factors, some of which you can control and others which you cannot. The ones you can control are shown in this formula:
TOPS = influence effectiveness
T = your choice of influence technique
O = your organizational power sources
P = your personal power sources, including will power
S = the skill with which you use the influence technique
To influence someone effectively, you must use the right influence technique for that person at that time, you must have sufficient sources of power (for the influence technique you are using), and you must be sufficiently skilled at using the technique to make it work well.
Copyright © 2010 by Terry R. Bacon. All rights reserved.