Product Information:

Influence Styles Inventory Questionnaire

Regular Price: 
16.20 CAD
Code: B494
Dr. Marshall Sashkin
The Influence Styles Inventory (ISI) assesses three communication styles that people use to influence others: Passive, Assertive, and Aggressive. Drawing on current research that integrates the importance of assertiveness with interpersonal communication and influence, this assessment will give managers an opportunity to analyze their influence styles.

The concept of assertiveness, and its superiority over either aggressive or passive styles, has been demonstrated as effective by more than twenty - five years of research. Even so, many people still confuse assertion with aggression or are unclear about the difference. The ISI is a tool not only for examining one's preferred style but for developing a practical understanding of how the three styles can be seen to be different, in action. In this way, respondents can begin to learn how to use assertion effectively, as a distinct alternative to aggression or passive avoidance.

A brief, clearly - written interpretation section gives detailed explanations and comparisons of the styles, in terms of the feelings communicated, the specific behaviors used, the verbal expressions associated with each, and the aims of each style. This is followed by explicit discussion of how one might develop better assertion skills.

The instrument takes about 10 minutes to complete and score. Scoring is simple and visual, resulting in a graphic display and comparison of the three style preferences.

Use the ISI in workshops on:

  • Assertiveness training
  • Management development
  • Conflict management
  • Interpersonal communication

Do your managers recognize the communication style they use to deal with day-to-day problems? Are they using the best approach? The Influences Style Inventory underscores for your managers the importance of assertiveness in getting others to do what they want— as an alternative to coming on too strong or backing off. Teach your managers to use assertiveness . . . more often and more skillfully The self-scoring instrument consists of 12 brief cases designed to assess three common styles of communication: Passive, Assertive and Aggressive. Each case describes a particular management problem situation in which a manager might try to influence another person. Your managers will select the one or two possible actions they would take if they were in the situation. In just minutes, they’ll learn their own preferred style of influence and eliminate common confusion about how the three styles are different. With the helpful interpretation information and tips on how to develop better assertion skills, they’ll be well on their way to a new style of managing people—and getting results.


Influence Styles Inventory Facilitator Guide:  B494G  $129.95 ea. 


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