Abstract :
Managers are now expected to work across organisational boundaries, innovating and collaborating with a wider range of colleagues, partners, customers and agencies than ever before. Managers are expected to find common ground and move initiatives forward with colleagues who have quite different agendas, perspective and cultures. In this context, getting new initiatives onto the agenda and influencing the organisation´s direction, demands a strategic approach to influencing. Tactical influencing skills are important. However, it is strategic influencing skills that differentiate managers who shape the agenda from those who follow it in complex organisations. It is managers with these skills who are able to take breakthroughs in thinking from concept to implementation, and who are therefore able to have the greatest impact.
