The Four Influencing Strategies

Tim Baker

Chapter Chapter 6 in The New Influencing Toolkit, 2015, pp 57-73 from Palgrave Macmillan

Abstract: Abstract In this chapter, I define the four influencing strategies of the influencing capabilities framework introduced at the end of Chapter 5. After a brief introduction to the investigation, calculation, motivation and collaboration strategies, I will unpack the four supporting capabilities for each strategy. More specifically, each of the four capabilities in the framework that support a particular influencing strategy is broken down into several elements. These elements are discussed in this chapter. The aim is to define the four influencing strategies. In the next chapter you can analyze your own influencing preferences from an understanding of the framework. Before that, you might, as you read the capabilities in this chapter, consider which you tend to favor and which you don’t.

Keywords: Building Trust; Motivation Strategy; Influence Strategy; Prefer Style; Supporting Capability (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_7

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DOI: 10.1057/9781137470164_7

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