1. 1. Think specifically of change situation you are familiar with. What influence tactics did people use? Describe a situation in which at least 3 (three) different tactics were used.
   1. Inspirational appeals
   2. Consultation (seeking the participation of others)
   3. Relying on the informal system (existing norms and relationships)
   4. Personal appeals (appeals to friendship and loyalty)
   5. Ingratiation
   6. Rational persuasion (use of facts, data, logic)
   7. Exchange or reciprocity
   8. Coalition building (creation of subgroups or links with other groups to exert pressure)
   9. Using organizational rules or legitimating tactics (framing of the request as consistent with policy and/or your authority
   10. Direct pressure
   11. Appeals to higher authority and dealing directly with decision makers.

2.  How successful were each of the tactics? Why did they work or not work?

3. What do you feel would be the top three most influential tactics?

4.  How comfortable are you with each tactic? Which could you use?