Power And Influence Tactics Coercive Power The target

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.