Influence Without Authority
Measures the defining skill of matrixed work: getting things done through people you don't control. It tests how well you read a stakeholder system, choose an influence move the evidence says works, create value in negotiation without burning trust, and communicate to land with each audience. Items are realistic horizontal-leadership situations where the textbook move is often wrong. Scoring is keyed to the evidence: Cohen & Bradford's currencies of exchange and reciprocity, Yukl's influence tactics and their meta-analytic effectiveness, Mitchell-Agle-Wood stakeholder salience, Burt's brokerage, interest-based negotiation and BATNA, and audience-tailored communication. Behavioural-tendency framing and equally-credible, misconception-anchored options make it resistant to guessing and faking. A stretch band raises the difficulty. Administration time: 22-30 minutes.
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