This document outlines the key points from Unit 2 of a training program on enhancing personal influence. It discusses the concept of influence and introduces an influencing capabilities framework that identifies 16 influencing capabilities grouped into four categories: inquisitive investigator, clear calculator, mindful motivator, and collegial collaborator. Examples are provided for each capability along with influencing tools and examples of when each capability would be best applied. The unit aims to help participants understand their preferred influencing style and how to apply different strategies based on the situation by completing a profile and using the suggested influencing tools.

1. Dr Tim Baker
tim@winnersatwork.com.au
www.winnersatwork.com.au

2. 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

3. Unit 2—Enhancing Your Personal Influence

4. Influence
Influencing
capabilities
framework
Four
influencing
strategies
Tools of
influence

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

7. We are all in the business of influence …

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

9. Baker, T. (2015) The New Influencing Toolkit
Influencing Capabilities
Framework

10. 16 Influencing Capabilities

11. 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

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

13. 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

14. 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.

15. 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

16. 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.

17. 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

18. 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.

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

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

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

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

24. Your homework
Complete the profile &
implement at least one
of the tools you’ve
learnt

25. 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