Leiden University Career Zone

LU Career Zone Develop your skills

Influence and cooperation

Persuasiveness
Succeeding in convincing others about ideas and plans.

  • Puts forward his or her proposals with enthusiasm.
  • Puts forward relevant arguments at precisely the right time.
  • Discusses and addresses any questions or doubts in others.
  • Deploys a range of arguments and behavioural styles in order to win others over, while taking account of their culture, position and background.
  • Responds constructively to negative reactions by continuing to ask questions so as to uncover the underlying arguments.
  •  Utilises the right key figures in order to win people and groups over


Negotiating
Promoting and protecting his or her own department’s or organisation’s interests, such that favourable results are achieved whilst still maintaining mutual respect.

  •  In negotiations, determines how far he or she can go and what he or she can commit to.
  • Finds out what the objectives, arguments and underlying interests are of the conversations partner.
  • Puts forward arguments as to why the conversation partner’s proposals are not acceptable.
  • Remains committed to his or her own position whilst taking care to maintain a good relationship with other parties.
  • Searches actively for win-win situations in the longer term.
  • Puts forward arguments at just the right time; exerts pressure or releases tension instead.


Cooperating
Contributing with other persons or groups to a joint result, even when he or she has no personal interest in doing so.

  • Shares information and experiences with others.
  • Offers colleagues help when they need it.
  • Contributes ideas, proposals and other input designed to achieve a group result, making use of the differences between the group members.
  • Responds actively and constructively to the ideas of others.
  • Adapts to the group and its goals when a joint result is needed.
  • Bridges people’s differences and their different viewpoints.


Organisational sensitivity
Recognising the influence and consequences that his or her own decisions or actions have on the organisation, and acting accordingly.

  • Addresses the right person without passing over others.
  • Takes others’ interests into account.
  • Recognises and takes into account the opinions and sensitivities that are presenting the organisation.
  • When making proposals, takes into account the likelihood of acceptance within the organisation.
  • Checks with the right person whether there is sufficient support for a proposal.
  • Changes his or her approach if the culture prevalent within the organisational unit requires it.


Empathy (listening, understanding)
Noticing the feelings and needs of others and responding to them.

  • Notices quickly if ‘something is the matter’ with another person.
  • Articulates another’s feelings and needs.
  • Also responds to non-verbal signals.
  • Notices the effect of own behaviour on another and if needed adjusts behaviour accordingly.
  • When in conversation, also takes the atmosphere and the importance of maintaining a good relationship with the other person into account.
  • Can think from the perspective of another person’s culture, position and circumstances, and takes others’ wishes, interests and feelings into account.