All managers and leaders are in the influencing business. We need to persuade people every day to take certain courses of action. This presentation will explore the four influencing strategies and how you can improve your ability to influence ethically and honestly. Practical and easy to implement tools are shared during this presentation.

1. Dr Tim Baker
tim@winnersatwork.com.au
www.winnersatwork.com.au
The Four Strategies to
Maximise Influence

2. Understanding
Influence
The four
strategies of
influence
Some tools of
influence

4. The power to make other
people agree with your
opinions or get them to do
what you want willingly and
ethically.

5. We are all in the business of influence …

6. Your preferred style & approach
The other person(s) style & approach
The context

7. Baker (2015) The New Influencing Toolkit
SOURCE: The New Influencing Toolkit

8. Baker (2015) The New Influencing Toolkit

9. The Inquisitive Investigator
Investigators like to
marshal their facts &
figures & assertively
advance their argument.
They use logic to persuade
& tend to be methodical &
structured in their
approach.
Al Gore

10. The Inquisitive Investigator
Police, scientists &
researchers
Workplace incidents such
as safety or harassment.
Large scale change
initiatives when you want
people to be onboard

11. 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

12. The Clear Calculator
Sales people, financial advisors,
animal trainers, teachers.
Any new change in the
workplace that will affect
employees & their working
methods requires a leader to sell
the positives of the change; e.g.,
harassment & bullying legislation
training.
Situations where the direction is
vague & unclear; e.g., your
belief we should create a new
market for a product.

13. 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

14. The Mindful Motivator
Entrepreneurs, advertising
executives, PR agents,
artistic directors.
Developing a new
strategic direction that
requires the hearts &
minds of people.
Unclear about the
rationale for a new
initiative; e.g., unexpected
cost cutting.

15. 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

16. The Collegial Collaborator
Conductor of an orchestra,
funeral directors,
choreographers.
In circumstances where
there are diverse &
strongly held views; e.g.,
team development.
People need to know the
logic & rationale behind a
decision, e.g., introducing
a new CRM system.

17. Investigation Tools
Using third party endorsements
Structured interviews
Conduct a survey
Process mapping

18. Calculation Tools
Force-field analysis
Cost-benefit analysis
After action reviews

19. Motivation Tools
Team values charter
GROW model
Storytelling
Good news stories

20. Collaboration Tools
Begin with the end in mind
Giving effective feedback
Using a problem-solving approach
Paraphrasing & active listening

21. Tim Baker has written an extraordinary book. The
New Influencing Toolkit is comprehensive, practical,
and compelling. The framework is clearly explained,
the profiles in influence are intriguing and
memorable, and the tools are immediately useful. The
self-assessment is alone worth the price of the book. I
highly recommend The New Influencing Toolkit.
Jim Kouzes, co-author of The Leadership Challenge;
Executive Fellow of Leadership. Leavey School of
Business, Santa Clara University.
20%
Discount
today!!!
tim@winnersatwork.com.au
www.winnersatwork.com.au

22. Mod 1 – The Ingredients of Effective Feedback
(18 November 12:00 PM - 1:00 PM AEST)
Mod 2 – Enhancing Your Personal Influence
(9 December 12:00 PM - 1:00 PM AEST)
Mod 3 – Optimising Team Performance
(13 January 12:00 PM - 1:00 PM AEST)
Mod 4 – Getting the Very Best from People
(3 February 12:00 PM - 1:00 PM AEST)
Mod 5 – Understanding People and their
Personalities
(24 February 12:00 PM - 1:00 PM AEST)
Mod 6 – Facilitating Effective Meetings
(17 March 12:00 PM - 1:00 PM AEST)