What power tactics do people use to translate power bases into specific action? What options do they have for influencing their bosses, coworkers, or employees? Research has identified nine distinct influence tactics:
Legitimacy. Relying on your authority position or saying a request accords with organizational policies or rules.
Rational persuasion. Presenting logical arguments and factual evidence to demonstrate a request is reasonable.
Inspirational appeals. Developing emotional commitment by appealing to a target’s values, needs, hopes, and aspirations.
Consultation. Increasing support by involving the target in deciding how to accomplish your plan.
Exchange. Rewarding the target with benefits or favors in exchange for acceding to a request.
Personal appeals. Asking for compliance based on friendship or loyalty.
Ingratiation. Using flattery, praise, or friendly behavior prior to making a request.
Pressure. Using warnings, repeated demands, and threats.
Coalitions. Enlisting the aid or support of others to persuade the target to agree.
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