Exercising Influence: A Guide for Making Things Happen at Work, at Home, and in Your Community, 3rd Edition

Appendix DSentence Starters

Expressive Behaviors

Tell

1. “I recommend that…”
2. “I suggest that we…”
3. “It's important to me that…”
4. “I need…”

Sell

1. “My analysis shows…”
2. “The reasons are…”
3. “This could help us achieve…”
4. “The benefits would be…”

Negotiate

1. “If you will do this, I will…”
2. “In exchange, I'll…”
3. “Here's what I can do to make it work…”
4. “I need to let you know the consequences of…”

Enlist

1. “Here's what I believe could happen…”
2. “I can see us…”
3. “As a team, we can…”
4. “I know you are capable of…”

Receptive Behaviors

Inquire

1. “What do you think about…?”
2. “What ideas do you have for…?”
3. “Help me understand…”
4. “Tell me more about…”

Listen

1. “So from your point of view…”
2. “Your problem with this is…”
3. “I'm wondering if you're concerned about…”
4. “You seem hesitant. Could that be because…?”

Attune

1. “I know how busy you are these days…”
2. “If I were in your shoes, I might want…”
3. “You're right. I should have…”
4. “I really need help on…”

Facilitate

1. “So your dilemma is…”
2. “On the one hand…and on the other”
3. “What would it take for you to…?”
4. “How might you go about doing that?”