Exercise - Proactive Influence Tactics

Match each scenario below with one of the specific types of influence tactics. While some of the scenarios could be matched up with perhaps more than one influence tactic, try to select the one best answer.

1. Rational Persuasion
2. Inspirational Appeals
3. Consultation
4. Exchange Tactics
5. Personal Appeals
6. Ingratiation
7. Legitimating Tactics
8. Pressure
9. Coalition Tactics

___ Jill, the VP of Marketing, sets up a meeting with one of her regional supervisors (Anne), to discuss a promotional strategy for the launch of Product A next quarter. Anne will be responsible for implementing this product launch. In the meeting, Anne discusses the proposal with Jill, brings up some concerns, and tells Jill what she likes about the proposal. Both individuals together work on fine tuning the proposal until Anne seems satisfied with the overall strategy.

___ Paula realizes that she is going to need a lot of help with the new computer system, especially if she is expected to train her employees on this system over the next few months. She approaches Ken, the head of IT. Paula compliments Ken, telling him how knowledgeable he is in this area. In fact, she tells him that no one in the company knows as much about this new system as he does. She expresses her confidence in Kens abilities and asks him if he could help her with the training.

___ Peter is working in his cubicle and his supervisor persistently reminds him to put cover sheets on his TPS reports. The supervisor seems to excessively check on Peter, repeating this request every hour or so. The supervisor also threatens to make Peter work overtime if he does not include the cover sheets.

___ Bob explains to Jim that in order to reach the teams sales goal, Jim will have to cover at least 30% of his territory over the next week. Bob bases this on data provided by other units and other sales people, showing statistics related to coverage rates and sales figures.

___ Jeff really needs Mike to stay a little late today to clean up a mess in the cafeteria. It is apparent that Mike does not want to do this. As a result, Jeff suggests that if Mike does stay, he will let Mike use his parking space for a week (currently, Mike does not have his own parking space and every day he has to walk three blocks to work). Mike agrees to stay.

___ Jim has been unsuccessful in influencing his boss, Sarah, to allow 30 minute lunches (currently employees are only allowed 15 minutes for lunch). Jim decides to gather some other employees together, and as a group they come to Sarah with this request. She is finally convinced that a 30 minute lunch makes sense.

___ Jason is having some problems processing all of todays orders and he needs help. He approaches one of his coworkers and says, Bill, how long have we been friends? Can you please do me a favor and help me catch up on some of this work? Out of loyalty, Bill complies.

___ You are the head of the United Way Campaign for your company. In organizing this campaign, you realize that you are going to need people to come in this Saturday to work on some important planning details for this program. While you cannot offer people overtime pay for this work, you tell them how important this project is and how their contributions will make them feel good as a result of doing something that is so wonderful for others helping the community and providing needed assistance to people in need.

___ Paul sees one of his coworkers smoking in the bathroom. He approaches the coworker and says, Dude, you cant smoke in here! The personnel handbook clearly says that smoking is only allowed outside of the building. Also, Sam got fired last month because he got caught smoking in the bathroom.