Power And Influence Tactics

Coercive Power The target person complies in order to avoid punishments he or she believes are controlled by the agent.

Coercive Power Commitment –Very Unlikely Compliance –Possible If used in a helpful, non-punitive way. Resistance –Likely* If used in a hostile or manipulative way. * Indicates most common outcome

Reward Power The target person complies in order to obtain rewards he or she believes are controlled by the agent.

Reward Power Commitment –Possible If used in a subtle, very personal way. Compliance –Likely* If used in a mechanical, impersonal way. Resistance –Possible If used in a manipulative, arrogant way. * Indicates most common outcome

Legitimate Power The target person complies because he or she believes the agent has the right to make the request and the target person has the obligation to comply.

Legitimate Power Commitment –Possible If request is polite and very appropriate. Compliance –Likely* If request or order is seen as legitimate. Resistance –Possible If arrogant demands are made or request does not appear proper. * Indicates most common outcome

Expert Power The target person complies because he or she believes that the agent has special knowledge about the best way to do something.

Expert Power Commitment –Likely* If request is persuasive and subordinates share leader’s task goals. Compliance –Possible If request is persuasive but subordinates are apathetic about task goals. Resistance –Possible If leader is arrogant and insulting, or subordinates oppose task goals. * Indicates most common outcome

Referent Power The target person complies because he or she admires or identifies with the agent and wants to gain the agent’s approval.

Referent Power Commitment –Likely* If request is believed to be important to leader. Compliance –Possible If request is perceived to be unimportant to leader. Resistance –Possible If request is for something that will bring hardship to leader. * Indicates most common outcome

Influence Tactics

Rational Persuasion The agent uses logical arguments and factual evidence to show a proposal or request is feasible and relevant for attaining important task objectives Do your homework and get your ducks in a row.

Apprising The agent explains how carrying out a request or supporting a proposal will benefit the target personally or help advance their professional life. Let me tell what’s in this for you.

Inspirational Appeals The agent makes an appeal to values and ideals or seeks to arouse the target person’s emotions to gain commitment for a request or a proposal. I have a dream for you and for me

Consultation The agent encourages the target to suggest improvements in a proposal, or to help plan an activity or change for which the target person’s support and assistance are desired. So how do you think we can make this even better?

Exchange The agent offers an incentive, suggests an exchange of favors, or indicates willingness to reciprocate at a later time if the target will do what the agent requests. The classic quid pro quo

Collaboration The agent offers to provide relevant resources and assistance if the target will carry out a request or approve a proposed change. You know with my brains and your brawn we can make this happen.

Personal Appeals The agent asks the target to carry out a request or support a proposal out of friendship, or asks for a personal favor before saying what it is. Will you do me a favor?

Ingratiation The agent uses praise and flattery before or during an influence attempt or expresses confidence in the target’s ability to carry out a difficult request. One catches more flies with honey than with vinegar.

Legitimating Tactics The agent seeks to establish the legitimacy of a request or to verify authority to make it by referring to rules, formal policies, or official documents. It is clearly written and it has always been done this way.

Pressure The agent uses demands, threats, frequent checking, or persistent reminders to influence the target person. “Bugging” people works.

Coalition Tactics The agent seeks the aid of others to persuade the target to do something or uses the support of others as a reason for the target to agree. The train is coming down the track hop on or get run over.