Appendix 325Manage relationships
Exerting influence; building and maintaining effective relation-
ships with colleagues and stakeholders; participating in or running
meetings
Positive ■ Gets on well with colleagues and customers.
indicators ■ Takes part in team activities; fully accepted by team
colleagues.
■ Views others positively.
■ Builds good relationships with internal and external
customers.
■ Gets on well with people.
■ Shows tact, sensitivity and support.
■ Offers support through regular contact; makes time
for people.
■ Offers ideas, suggestions and advice relevant to the
needs of the individual.
■ Expresses point of view clearly in order to reach
agreement.
■ Expresses views and proposals persuasively.
■ Sensitive to other people's needs and wants and
adjusts proposals and recommendations
accordingly.
■ Listens, reflects and checks own understanding.
■ Presents proposals which are logical, practical and
persuasive.
■ Contacts are spread throughout the organization
and with key external people.
■ Looks for shared ways to get round problems and
disagreements.
■ Marshals powerful and compelling arguments
which clearly address the issue and are developed
logically from the facts.
■ Networks widely to get a strategic overview.
■ Works to achieve consensus, rather than force own
direction.
■ Seen and used as an important contact by key
people inside and outside the organization.
Negative ■ Courtesy depends on mood.
indicators ■ Often difficult to deal with.
■ Does not contribute much to team activities.
■ Unresponsive to other's contributions, feelings and
concerns.