INF

L
U
NG
EN
C

BY
The

The Book : Influencing

Up

Summary
Overview

Accomplish
cooperation of
senior managers

Manage
difficulties with
boss

Needs and concerns

of powerful people
Do not stay muted

Both sides benefit

Overcome
power
gaps

Dealing with
people

Workers
being forced

Neither
friends nor
peers

High power
people

Overrate
contribution

Underrate
others

 Understanding
dynamics of power
Overcoming any
negative impacts

Tw
o
Th M
em ain
es

Be
pa com
rtn ing
er
a

Hig
pe h-po
op
we
l
e
red

Ke
inf y co
ue nce
nc
pt
e

determina
tion

 Once a
person is
determined to
Once a person is determined to help themselves,
there is nothing that can stop them
help
- Nelson Mandela
themselves,
there is
nothing that

INFLUENCE

Definition of
Infuence

Key points

Infuential
icon

Skills of Infuencing

Words and behaviour

Reading and
understanding
Moving forward, gain
agreement,
achievement
Benefits in the future
Logical argument
Talking more confident
with employer

Trust begins
from infancy

Involves more
than one person
Life would be
difficult without
trust

DEFINITION

Trust successfully formed

Feeling trusted
Security and optimism

Unsuccessfully
formed
Mistrust and
insecurity

Build a degree of
trust
Trust is believing
someone

If the people cannot trust the

government to do the job for
which it exist- to protect them
and promote their common
welfare- all else is lost
- Barack Obama, 2008

Develop me in the future

Bond with my worker
and boss

Secure my clients

Trust is not easy to

earn

Without trust,
people cant live in
unity

My
clients
pretence
s and
dilemma

Good
listenin
g skills
Earn
other
s trust

Foster
good
relationsh
ip

Think outside the

box

Suggestion to
provide
assistance

Critical
Thinking

Convince
them

Without worrying

i.

Mahatma Gandhi inspiring figure India

ii. Countless contribution to his

motherland
iii. Leader Indian nationalist movement
iv. Freedom Indian, independence
v. Men fulfilling their responsibilities
vi. Respective duties ensure ultimate goal
vii. Responsibility toward career by
proactively engage

All

Business
depends upon men
fulfilling their
responsibilities
- Mahatma Gandhi

Power to create
Thoughts, words,
actions
True freedom
aware of the true
connection

Reputation of
being responsible
Confidence
Credibility
Loyalty

Important ethic
Guidance supervision
accountable
answerable
Trusted or depended

Working with someone

to produce something

Workplace ethics
consist of teamwork

yers
a
l
p
eam
t
s
a
ee s
y
o
l
p
Em

Mattie Stepanek ( 1990 2004)

Unity is strength
When there is team-work
and collaboration,
wonderful things can be
achieved

Du
qu ty ca
i ck
nb
ly
ed

on

t
cie
n
Ma
an kin
g
d
co the
m
ple job
te pr
ofi

g
n
i
rn
a
e
,l s
e
u
g
s
d
n
e
w l n se
o
kn g co
g
rin ildin
a
Sh d bu
an

Patience

Leadership
skills