$1.$ Identify the influence tactic$($s$)$ used by Michael Scott in Clips $1$ and $2($Use the correct list of influence tactics included in the slides$).$

Clip $1$: Ingratiation to begin and Inspirational Appeals to end

Clip $2$:

$2.$ Describe Jan$$s approach to closing the deal?

Jan$$s approach to closing the deal was through rational persuasion. She wanted a serious conversation where facts and logic would be used.

$3$a$.$ In Clip $2,$ which tactic$($s$)$ does David Wallace use during the negotiation meeting?

Rational persuasion and

$3$b$.$ Does he change his tactic$($s$)$ at any point during the meeting $($include which tactic$($s$)$ David used$)?$ If so$,$ what caused the change?

I would say that David Wallace began the meeting using the rational persuasion tactic by presenting the facts of Michael$$s company. When he saw that Michael wasn$$t budging, he began to use

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