Organizational Behavior: A Practical, Problem-Solving Approach 2e

Of the below 9 Common Influence Tactics, select 5 and describe how you would use each of these as a manager (provide examples for each). TABLE 12.1 9 COMMON INFLUENCE TACTICS Influence Tactic Description 1. Rational persuasion Trying to convince someone with reason, logic, or facts. 2. Inspirational appeals Trying to build enthusiasm by appealing to others' emotions, ideals, or values. 3. Consultation Getting others to participate in planning, making decisions, and changes. 4. Ingratiation Getting someone in a good mood prior to making a request. Being friendly and helpful and using praise, flattery, or humor. A particular form of ingratiation is "brownnosing." 5. Personal appeals Referring to friendship and loyalty when making a request. 6. Exchange Making explicit or implied promises and trading favors. 7. Coalition tactics Getting others to support your efforts to persuade someone. 8. Pressure Demanding compliance or using intimidation or threats. 9. Legitimating tactics Basing a request on authority or right, organizational rules or policies, or explicit implied support from superiors