Book-in-quotes series # 3

The New Influencing Toolkit

Capabilities for Communicating with Influence

AuthorDr Tim Baker

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

“To be an effective manager, you need to develop high levels of both

positional and personal power, particularly personal power”

“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”

“It is important for managers to widen and strengthen their networks within

and outside the organization”

“The influencing capabilities framework ofers a comprehensive model for assessing, developing and interpreting key strategies, capabilities and

elements involved in communicating with influence”

“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”

“Influencing, like a lot of leadership skills is contextual. Certain situations

require certain approaches or ‘different horses for different courses’,

as they say”

“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”

“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)”

“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”

“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”

“Mother Teresa’s philosophy was relatively simple, yet powerful. She

made people feel valued by genuinely paying attention to them”

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