Identify at least five of the influence tactics used to get people to do what you want. Is each of these a hard or soft tactic? Which one is most frequently used? Provide examples of how each might be used.
What will be an ideal response?
The nine tactics described, in descending order of frequency of use, are:
Rational persuasion (soft)—"You know, all the cutting-edge companies use this approach."
Inspirational appeals (soft)—"If we do this as a goodwill gesture, customers will love us."
Consultation (soft)—"I wonder if I could get your thoughts about this matter."
Ingratiation (soft)—"I hate to impose on your time, knowing how busy you are, but you're the only one who can help me."
Personal appeals (soft)—"We've known each other a long time, and I'm sure I can count on you."
Exchange tactics (hard)—"Since I backed you at last month's meeting, maybe you could help me this time around."
Coalition tactics (hard)—"Everyone in the department thinks this is a great idea."
Pressure tactics (hard)—"If this doesn't happen, you'd better think about cleaning out your desk."
Legitimating tactics (hard)—"This has been green-lighted at the highest levels."
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