Power And Influence Tactics

Coercive Power

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

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

Reward Power

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

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

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.

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

Expert Power

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

Expert Power• Commitment

– Likely*• If request is persuasive and subordinates share leader’s 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

Referent Power

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

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

Influence Tactics

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.

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 what’s in this for you.

Inspirational Appeals

• The agent makes an appeal to values and ideals or seeks to arouse the target person’s emotions to gain commitment for a request or a proposal.

• I have a dream for you and for me

Consultation

• The agent encourages the target to suggest improvements in a proposal, or to help plan an activity or change for which the target person’s support and assistance are desired.

• So how do you think we can make this even better?

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

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.

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?

Ingratiation

• The agent uses praise and flattery before or during an influence attempt or expresses confidence in the target’s ability to carry out a difficult request.

• One catches more flies with honey than with vinegar.

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.

Pressure

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

• “Bugging” people works.

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.