Describe at least six of the common influence tactics and describe them. Give examples of each from your own experience.
What will be an ideal response?
Influence tactics are conscious efforts to affect and change a specific behavior in others. Researchers identified nine of the most common ways that people try to get their bosses, coworkers, and subordinates to do what they want. The following tactics are listed in rank order, beginning with most frequently used.
Rational persuasion-trying to convince someone with reason, logic, or facts.
Inspirational appeals-trying to build enthusiasm by appealing to others' emotions, ideals, or values.
Consultation-getting others to participate in planning, making decisions, and changes.
Ingratiation-getting someone in a good mood prior to making a request; being friendly, helpful, and using praise, flattery, or humor. A particular form of ingratiation is "brown nosing."
Personal appeals-referring to friendship and loyalty when making a request.
Exchange-making explicit or implied promises and trading favors.
Coalition tactics-getting others to support your efforts to persuade someone.
Pressure-demanding compliance or using intimidation or threats.
Legitimating tactics-basing a request on one's authority or right, organizational rules or policies, or explicit/implied support from superiors.
Students should give an example of each they choose to discuss.
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What will be an ideal response?