People in Finland strongly prefer logical persuading (5.79) followed by stating and consulting.  Much lower in frequency are the social techniques of socializing and appealing to relationship (nearly 0.5 below the global norm, which is a significant difference).  Although they generally follow the classic power tool pattern in how frequently they use influence techniques, their dominant influence style is to be more impersonal:  logic dominates, followed by telling and asking (stating and consulting).

Like the Danes, people in Finland use the ordinary influence techniques (legitimizing, appealing to values, alliance building, and exchanging) substantially less often.  This suggests that, as a culture, they are principally responsive to rational arguments, direct requests or statements of intention, and being asked for their opinions or ideas.  You will sometimes see the other influence techniques being used—but probably not without an overlay of logical persuading, stating, or consulting.

Finns do not use appealing to values nearly as often as people in many other cultures, and their ratings on the effectiveness of this influence technique are also significantly lower, which suggests that inspirational appeals are much less common and less effective, perhaps because they don’t practice the technique as often or because inspirational appeals are generally less accepted in the culture.  In any case, appealing to values in Finland is less likely to succeed unless you truly understand what people value and can connect with them on an emotional level.  Unless you can achieve that connection, appealing to values may be viewed with suspicion.

For Finns, as for people in most cultures, character and history with the influencee are the strongest sources of power.  Character is rated 6.08, which is near the norm globally, and history is rated 5.78, also near the norm.  It’s clear that in Finland one’s character is paramount in exercising influence.  Character provides trust and credibility.  Knowing people well, having a positive history with them, also carries a lot of weight.  However, building relationships may take more time and require more persistence than in some other cultures.HoHo

To influence effectively in this culture, focus mainly on logical persuading, stating, and consulting.  Recognize that while socializing does play a role, people in this culture are less likely to respond to socializing, particularly if you don’t also have sound logical reasons to substantiate your argument or request.  Resist appealing to values unless you have established a relationship and have a deep understanding of what they value and how they will respond to an emotional appeal.  Finally, always act in ways that convey strong character.


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