The New Influencing Toolkit [electronic resource] : Capabilities for Communicating with Influence /
Baker, T.author.
Without influence, managers are ineffective. In today's workplace, managers need to influence up, down and increasingly, sideways as organizations become less hierarchical. This book is expertly designed to diagnose and develop managerial influence, focusing on four key strategies: investigating, calculating, motivating and collaborating.
Description based upon print version of record.
List of Figures, tables and case studies -- Introduction -- Part 1: Understanding and developing power -- 1: The power of position -- Legitimate power -- Coercive power -- Reward power -- 2: Personal power -- Connection power -- Expertise power -- Information power -- Referent power -- Adopting a multidimensional approach -- 3: Five tools to enhance organizational status -- Tool 1: Centralizing your role -- Tool 2: Increasing your flexibility -- Tool 3: Repositioning your role -- Tool 4: Promoting your successes -- Tool 5: Linking you relevance to organizational success -- 4: Nine tools to build personal power --
Tool 6: Who you know and what they know -- Tool 7: Develop your knowledge and expertise --Tool 8: Building trust and rapport -- Tool 9: Be logical and rational -- Tool 10: Build alliances -- Tool 11: Build rapport -- Tool 12: Be a valued asset -- Tool 13: Assertively persuade -- Tool 14: Be upwardly appealing -- Part 2: The framework -- 5: Influencing capabilities framework -- Influencing styles -- Influencing approaches -- Influencing capabilities framework -- 6: The four influencing strategies -- Investigation strategy ( push-logical) -- Calculation strategy ( pull-logical) -- Motivation strategy ( push-emotional) --
Collaboration strategy ( pull-emotional) -- 7: Influencing capabilities profile -- Instructions -- Diagnostic -- Profile -- 8: Interpreting your profile -- Influencing variables -- Your influencing style -- Your influencing approach -- Your influencing strategy -- Part 3: Leaders of influence -- 9: The inquisitive investigator -- Al Gore: an inquisitive investigator -- Occupations that rely on investigation -- Situations that require investigation -- Situations that do not require investigation -- 10: The clear calculator -- Margaret Thatcher: a clear calculator -- Occupations that rely on calculation --
Situations that require calculation -- Situations that do not require calculation -- 11: The mindful motivator -- Martin Luther King: a mindful motivator -- Occupations that rely on motivation -- Situations that require motivation -- Situations that do not require motivation -- 12:  The collegial collaborator -- Mother Teresa: a collegial collaborator -- Occupations that rely on collaboration -- Situations that require collaboration -- Situations that do not require collaboration -- Part 4: Influencing capabilities and more tools -- 13: Investigation : gathering evidence -- Tool 15: Using third party endorsement --
Tool 16: Structured interviewing -- Tool 17: Conduct a survey -- Tool 18: Process mapping -- 14: Investigation : generating Ideas -- Tool 19: Starting from the general and moving to the specific -- Tool 20: Moving from the specific to the general -- Tool 21: Linking ideas to the person being influenced -- 15: Investigation : asserting Ideas -- Tool 22: Persuasive formal presentations -- Tool 23: Writing coherent reports -- Tool 24: Productive conversations -- 16: Investigation : countering arguments -- Tool 25: Anticipating objections -- Tool 26:  Playing devil's advocate -- Tool 27: Testing others' arguments and assumptions
Includes bibliographical references and index.
Without influence, managers are ineffective. In today's workplace, managers need to influence up, down and increasingly, sideways as organizations become less hierarchical. This book is expertly designed to diagnose and develop managerial influence, focusing on four key strategies: investigating, calculating, motivating and collaborating.
Management.
Public relations.
Leadership.
Economics.
Management science.
Organization.
Planning.
Management.
Corporate Communication/Public Relations.
Business Strategy/Leadership.
Economics, general.
Organization.