All Market Force Styles see the world differently, of course, and when we feel pressure, these differences only become more pronounced. At this point, each of us will innately prioritize something over producing an actual positive outcome. In other words, each style would rather “?” than have things work.
Let’s examine each style individually, this time focusing on Influences.
Influences have a survival concern for freedom driven by a survival conversation to dominate or avoid domination. This sounds like, “if I have to do what someone else tells me to do, I will die.” Due to this concern and conversation, an Influence person will do everything they can to be free even if it means sacrificing money or other intangibles in the process.
By way of example, imagine an Influence real estate developer part way through a two-phase project. After a successful phase 1, the Influence person and his team secure financing to begin phase 2 ahead of schedule. Then, the market crashes. In that moment, an Influence’s natural tendency is to get out of a project that has taken up six years of his life. He thinks, “I will sell at a loss and make up for the loss on the next project!” Freedom!
This perceived pressure (namely, “my freedom and flexibility is being jeopardized”) causes an Influence to want to throw the baby out with the bath water. We call this – Influences would rather be free than have things work.
Instead of grinding out a project if that is what it takes, an Influence will often concentrate on the quickest path to a new possibility.
Just to finish out this example, which shadows an actual client experience, this Influence person used his awareness to design a different outcome – he sold down a bit of his equity to a Power person (who is a grinder), who worked phase 2 through the down market. This move saved the Influence person and his family millions of dollars.
Self-awareness of how our style will respond to pressure gives us an advantage because awareness creates choices.
Be aware of what your innate style would rather do versus having things work when triggered by identity risk in the environment.