The document discusses various styles of influence used by leaders, emphasizing that effective influencing involves ethical persuasion and emotional engagement. It outlines four influencing capabilities: the Inquisitive Investigator, the Clear Calculator, the Mindful Motivator, and the Collegial Collaborator, each serving different contexts and audiences. The text promotes a comprehensive toolkit for enhancing personal influence and optimizing team performance, highlighting practical applications in leadership.

1. Leading with Influence
Dr Tim Baker
tim@winneratwork.com.au
www.winnersatwork.com.au

2. Influence
Influencing
Capabilities
Framework
Tools to
Influence

4. Influence is the power to make other
people agree with your opinion or get
them to do what you want willingly and
ethically (Baker, 2015)

6. Leaders are in the
business of
influence … YOU
are a professional
influencer

7. The Influencing Capabilities Framework
(Baker, 2015)

9. The Inquisitive Investigator
Police, scientists &
researchers
Workplace incidents such
as safety or harassment.
Generate support for a
new initiative
Change initiatives where
you want people
emotionally engaged

10. The Clear Calculator
 Calculators like to promote the
positives of a proposal &
highlight the weaknesses in the
current position. People know
where they stand with
calculators. They use logic to
advance their cause. Generally
calculators are good debaters.
 Margaret Thatcher

11. The Clear Calculator
Sales people, financial advisors,
animal trainers, teachers.
Any new change in the workplace
that will directly affect employees &
their working methods requires a
leader to sell the positives of the
change; e.g., harassment & bullying
legislation training.
Situations where working in teams is
critically important; e.g.,
cooperation between two
departments

12. The Mindful Motivator
 Motivators use emotion to influence. They are big
picture thinkers that link a cause with a compelling
vision of the future. Motivators often have a way with
words & can define a simple and convincing vision.
 Martin Luther-King

13. The Mindful Motivator
Entrepreneurs, advertising
executives, PR agents,
artistic directors.
Developing a sense of
commitment – winning the
hearts & minds of people
to a strategic direction.
Unclear about the logic
for a new initiative; e.g.,
unexpected cost cutting.

14. The Collegial Collaborator
Collaborators also influence using emotion. But
they persuade people by involving them in the
decision. Collaborators are great team builders.
They engage people's hearts & minds.
Mother Teresa

15. The Collegial Collaborator
Conductor of an orchestra, funeral
directors, choreographers.
In circumstances where their are
diverse & strongly held views or
opinions; e.g., team development.
People need to know the logic &
rationale behind a decision, e.g.,
introducing a new procedure pushed
down from above.

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22. 20% Discount & Signed
“Tim Baker has written an extraordinary book.
The new Influencing Toolkit is comprehensive,
practical, and compelling.”
James Kouzes, co-author of The Leadership
Challenge

23. Unit 1—The Ingredients of
Effective Feedback
Unit 2—Enhancing Your
Personal Influence
Unit 3—Optimising Team
Performance
Unit 4—Getting the Very
Best from People
Unit 5—Understanding
People and their
Personalities
Unit 6—Facilitating Effective
Meetings
Next program commences Friday 14th of September
tim@winnersatwork.com.au