2218 week 4.docx

High self-monitoring: more sensitive to social cues, exhibit higher levels of social conformity, more likely to be skilled in political behaviour Internal Locus of Control: more prone to take a proactive stance & attempt to manipulate situations in their favour Machiavellian: will to manipulate, d...

High self-monitoring: more sensitive to social cues, exhibit higher levels of social conformity, more likely to be skilled in political behaviour Internal Locus of Control: more prone to take a proactive stance & attempt to manipulate situations in their favour Machiavellian: will to manipulate, desire for power---is comfortable using politics as a means to further self-interest Exchange Rewarding the target with benefits or favours in exchange for following a requests Personal Appeals Asking for compliance based on friendship or loyalty Ingratiation Using flattery, praise or friendly behaviour prior to making a request Pressure Using warnings, repeated demands or threats Coalitions Enlisting the aid or support of others to persuade the target to agree Legitimacy Relying on your authority position or saying that a request accords with organisational policies or rules Rational Persuasion Presenting logical arguments and factual evidence to demonstrate a request is reasonable Inspirational Appeals Developing emotional commitment by appealing to\ a target's values, needs, hopes and aspirations Consultation Increasing the target's support by involving him or her in deciding how to you will accomplish your plan