Influence Tactics PDF

In uence In uence: An attempt by a person called and agent to in uence another person called a target. 11 In uence Tactics ○ Rational persuasion ◆ The agent uses logical arguments and factual evidence to show that a request or...

In uence In uence: An attempt by a person called and agent to in uence another person called a target. 11 In uence Tactics ○ Rational persuasion ◆ The agent uses logical arguments and factual evidence to show that a request or proposal is feasible and relevant for important task objectives ○ Consultation ◆ The agent asks the target person to suggest improvements or help plan a proposed activity or change for which the target person’s support is desired. ○ Inspirational appeals ◆ The agent appeals to the target’s values and ideals or seeks to arouse the target person’s emotions to gain commitment for a request or proposal. ○ Collaboration ◆ the agent offers to provide assistance or necessary resources if the target will carry out a request or approve a proposed change. ○ Apprising ◆ the agent explains how carrying out a request or supporting a proposal will bene t the target personally or help to advance the target’s career. ○ Ingratiation ◆ The agent uses praise and attery before or during an attempt to in uence that target personally to carry out a request or support a proposal. ○ Personal appeals ◆ The agent asks the target to carry out a request or support a proposal out of friendship[, or asks for a personal favor before saying what it is. ○ Exchange ◆ The agent offers something the target personally wants, or offers to reciprocate at a letter time, if the target will do what the agent requests. fl fl fl fl fl  ○ Legitimating Tactics ◆ the agent seeks to establish the legitimacy of a request or to verify that he/she has the authority to make it. ○ Pressure ◆ The agent uses demands, threats, frequent checking, or persistent reminders to in uence the target to do something. ○ Coalition Tactics ◆ the agent enlists the aid of others, or uses the support of others, as a way to in uence the target to do something. 3 categories - Rational Persuasion, Hard Tactics, and Soft Tactics ○ Rational Persuasion ○ Hard Tactics ◆ Exchange ◆ Legitimating ◆ Pressure ◆ Coalition ○ Soft Tactics ◆ Consultation ◆ Inspirational appeals ◆ Ingratiation ◆ Personal appeals 3 reactions people can have to in uence tactics ○ Commitment: when a target person agrees internally with an action or decision, is enthusiastic about it, and is likely to exercise initiative and demonstrate unusual effort and persistence in order to carry out the request successfully. ○ Compliance: When the target person’s support carries out the requested action but is apathetic about it rather than enthusiastic, make only a minimal or average effort, and fl fl fl  dees not show ant initiative. ○ Resistance: When the target person is opposed to the requested action and tries to avoid doing it by refusing, arguing, delaying, or seeking to have the request nulli es. Gren ○ Inspirational appeals the most, Consultation, Personal appeals ◆ Most often lead to commitment. Yellow ○ Legitimating the most, Exchange ◆ Most often lead to compliance Red ○ Pressure the most, Rational Persuasion, Ingratation, Coalition ◆ Most often lead to resistance.