Influencing Capabilities Framework

Tim Baker

Chapter Chapter 5 in The New Influencing Toolkit, 2015, pp 43-56 from Palgrave Macmillan

Abstract: Abstract Mary, a quality control engineer with a reserved personality, is headhunted to join a leading engineering firm that produces electrical components. She joins the team as quality control manager, and settles in quickly. She develops good working relationships all round. But she becomes increasingly frustrated with her colleagues after a while. Mary observes her peers making too many rash decisions without careful consideration of alternative options. There is a clash of styles. Mary sees herself as more quietly determined and practical in her approach. In her view, her colleagues are more opinionated, energetic and tough-minded. In short, Mary thinks her approach is more logical and practical and her team’s approach more emotional and relational.

Keywords: Team Member; Logical Approach; Influence Strategy; Emotional Approach; Influence Approach (search for similar items in EconPapers)
Date: 2015
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Persistent link: https://EconPapers.repec.org/RePEc:pal:palchp:978-1-137-47016-4_6

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DOI: 10.1057/9781137470164_6

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