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Readiness Recipes

The Influencing Manager

June 22, 2012 by Dr. Jon Warner in Readiness Recipes

The Influencing Manager

The Influencing Manager thinks carefully about what has to be achieved in the short, medium and long term and then determines which influencing strategy is best deployed in the circumstances. This might involving tactically planning how to present data, negotiating with an individual or a group on what should be done, dealing with conflict in calm but creative ways or solving problems by talking about future possibilities and options. In all cases, the influential manager uses careful listening to appreciate how to best communicate and then uses well-chosen words to be as persuasive as he or she needs to be.

Ingredients:Readiness Recipes

  • Presentation skills
  • Negotiating ability
  • Handling conflict
  • Capacity to listen
  • Problem-solving ability
  • Persuasiveness

Ingredients should be added, blended well and left to mature over time:

  • Presentation skills involves skill and presence presenting to groups and requires high levels of data preparation and organization in order to determine how information is best communicated with an audience according to their needs.
  • Negotiating ability involves working collaboratively with others to find effective solutions to requests, questions and feedback that best meet the needs of all parties.
  • Handling conflict involves dealing with an individual’s anger or irritation and any resultant conflict that may arise in an effective way.  It is therefore about how effectively you adopt a positive, constructive and solution-focused approach in conflict situations of all kinds.
  • Capacity to listen is the ability to both hear and understand other people, and to quickly discover their full communication or message so that a full understanding can be arrived at.
  • Problem-solving ability is about your skills in finding appropriate methods and means to analyze an individual’s concerns or situation (a useful contextual framework) and in suggesting potential avenues that may provide a solution.
  • Persuasiveness involves using well-chosen language to engage another person and then provide compelling reasons why a future course of action is preferable over all the other available options.
The Influencing Manager has all of these ingredients; no substitutions or omissions can be made to the recipe.

“Readiness Recipes” is a new article series exploring 26 different kinds of managers A-Z and the key ingredients that each needs for success.  Stay tuned for more recipes and thanks for reading!

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About Dr. Jon Warner

Dr. Jon Warner is a prolific author, management consultant and executive coach with over 25 years experience. He has an MBA and a PhD in Organizational Psychology. Jon can be reached at

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  1. David PardeyJune 25, 2012 at 9:03 am

    The key feature of the influencing manager is surely that s/he deploys what Kotter called personal power rather than positional power – ie is showing leadership skills. The truth is that if people think that they have chosen to do something rather than been told to do it, their motivation is so much greater. That’s why influencing is so critical for successful organisations.

    • Dr. Jon WarnerOctober 10, 2012 at 9:32 pmAuthor

      Yes I agree personal power is a key part of the influencing process (or what is often better decsribed as personal charisma perhaps).

About the Editor and Primary Author

Jon Warner

Jon Warner is an executive coach and management consultant and in the past has been a CEO in three very different companies. Read more

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