This document summarizes key points from "The New Influencing Toolkit" by Dr Tim Baker. It discusses how effective managers develop both positional and personal power, particularly personal power. It also notes that influencing requires understanding different people's preferences and adapting one's approach accordingly. The document advocates building a diverse set of influencing strategies to deal with different audiences.

1. Book-in-quotes series
# 3
The New Influencing
Toolkit
Capabilities for Communicating with
Influence
Author
Dr Tim Baker

2. “The ability to exercise power and influence is
the lifeblood of management”.

3. “To be an effective manager, you need
to develop high levels of both
positional and personal power,
particularly personal power”

4. “It is often a mistake to assume that others
understand the art your function plays in
organizational success. People know less about what
you do than you might think”

5. “It is important for managers to widen
and strengthen their networks within
and outside the organization”

6. “The influencing capabilities framework ofers a
comprehensive model for assessing, developing
and interpreting key strategies, capabilities and
elements involved in communicating with
influence”

7. “You and I have a preferred style and approach. We
inevitably favour these styles and approaches when
we endeavour to persuade others. That same
preferred style and approach are most likely going to
be effective when others try to influence us”

8. “Influencing, like a lot of leadership
skills is contextual. Certain situations
require certain approaches or
‘different horses for different courses’,
as they say”

9. “Being prepared to try a different assortment of
strategies and capabilities means building
capacity to deal with a diversity of people and
their array of preferences”

10. “With an analytical approach, vice-president Al
Gore laid out the facts and figures of
government waste, focusing on systems and
procedures of how things were handled (or
mishandled)”

11. “It is true to say that leaders who excessively favour
calculation tend to divide those they lead into two
distinct camps: those that appreciate their style and
those that don’t. This is largely because calculators
make it very apparent to others where the
boundaries are”

12. “The late Dr Martin Luther King ... Was someone
who changed an entire nation with his ‘I have a
dream’ vision ... he inspired a nation and
generation of people”

13. “Mother Teresa’s philosophy was
relatively simple, yet powerful. She
made people feel valued by genuinely
paying attention to them”

14. Go to www.winnersatwork.com.au to
get your signed copy