Power And Influence Tactics

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Power And Influence Tactics
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Coercive Power

• The target person complies in order to avoid
  punishments he or she believes are controlled by
  the agent.

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Coercive Power

• Commitment
• Very Unlikely
• Compliance
• Possible
• If used in a helpful, non-punitive way.
• Resistance
• Likely
• If used in a hostile or manipulative way.
• Indicates most common outcome

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Reward Power

• The target person complies in order to obtain
  rewards he or she believes are controlled by the
  agent.

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Reward Power

• Commitment
• Possible
• If used in a subtle, very personal way.
• Compliance
• Likely
• If used in a mechanical, impersonal way.
• Resistance
• Possible
• If used in a manipulative, arrogant way.
• Indicates most common outcome

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Legitimate Power

• The target person complies because he or she
  believes the agent has the right to make the
  request and the target person has the obligation
  to comply.

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Legitimate Power

• Commitment
• Possible
• If request is polite and very appropriate.
• Compliance
• Likely
• If request or order is seen as legitimate.
• Resistance
• Possible
• If arrogant demands are made or request does not
  appear proper.
• Indicates most common outcome

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Expert Power

• The target person complies because he or she
  believes that the agent has special knowledge
  about the best way to do something.

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Expert Power

• Commitment
• Likely
• If request is persuasive and subordinates share
  leaders task goals.
• Compliance
• Possible
• If request is persuasive but subordinates are
  apathetic about task goals.
• Resistance
• Possible
• If leader is arrogant and insulting, or
  subordinates oppose task goals.
• Indicates most common outcome

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Referent Power

• The target person complies because he or she
  admires or identifies with the agent and wants to
  gain the agents approval.

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Referent Power

• Commitment
• Likely
• If request is believed to be important to leader.
• Compliance
• Possible
• If request is perceived to be unimportant to
  leader.
• Resistance
• Possible
• If request is for something that will bring
  hardship to leader.
• Indicates most common outcome

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Influence Tactics
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Rational Persuasion

• The agent uses logical arguments and factual
  evidence to show a proposal or request is
  feasible and relevant for attaining important
  task objectives
• Do your homework and get your ducks in a row.

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Apprising

• The agent explains how carrying out a request or
  supporting a proposal will benefit the target
  personally or help advance their professional
  life.
• Let me tell whats in this for you.

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Inspirational Appeals

• The agent makes an appeal to values and ideals or
  seeks to arouse the target persons emotions to
  gain commitment for a request or a proposal.
• I have a dream for you and for me

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Consultation

• The agent encourages the target to suggest
  improvements in a proposal, or to help plan an
  activity or change for which the target persons
  support and assistance are desired.
• So how do you think we can make this even better?

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Exchange

• The agent offers an incentive, suggests an
  exchange of favors, or indicates willingness to
  reciprocate at a later time if the target will do
  what the agent requests.
• The classic quid pro quo

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Collaboration

• The agent offers to provide relevant resources
  and assistance if the target will carry out a
  request or approve a proposed change.
• You know with my brains and your brawn we can
  make this happen.

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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.
• Will you do me a favor?

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Ingratiation

• The agent uses praise and flattery before or
  during an influence attempt or expresses
  confidence in the targets ability to carry out a
  difficult request.
• One catches more flies with honey than with
  vinegar.

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Legitimating Tactics

• The agent seeks to establish the legitimacy of a
  request or to verify authority to make it by
  referring to rules, formal policies, or official
  documents.
• It is clearly written and it has always been done
  this way.

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Pressure

• The agent uses demands, threats, frequent
  checking, or persistent reminders to influence
  the target person.
• Bugging people works.

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Coalition Tactics

• The agent seeks the aid of others to persuade the
  target to do something or uses the support of
  others as a reason for the target to agree.
• The train is coming down the track hop on or get
  run over.