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INFLUENCE TACTICS

Applying Cialdini's Persuasion Principles

Your Team will Demonstrate One of Cialdini's Principles

-Discuss the Principle

-Nominate Two Team Members to Perform a 1-Minute Simulation of the Principle for the Entire Class

-Simulation can be Set in Any Environment of Team's Choosing

-Simulation Must Clearly Exhibit a Particular Principle of Persuasion

-Audience Will Identify What Principle is Being Portrayed in Simulation

How Do Others Respond to Your Request?

COLLABORATION*

Offer to Provide Resources and Help

if Target Carries Out Your Request

Differ from Exchange Tactic

Sports Agent Solicits Client

*later added

COALITION TACTICS

INFLUENCE PLAN

Solicit Others to Persuade Target to Follow Your Request

Or Use Support of Others as Reason for Target to Agree to Your Request

INGRATIATON

Notre Dame Football Team Helps Rudy

Resistance

Getting Someone in Good Mood Prior to Making a Request

PRESSURE

Compliance

Use Demands, Threats, or Frequently

Checking to Influence Target

LEGITIMATING TACTICS

MAKING AN OFFER THAT CAN'T BE REFUSED

Establish One's Legitimate Authority to Make

a Particular Request

"I AM THE AUTHORITY"

PERSONAL APPEALS

  • Hard Forms
  • Threats, Warnings
  • Soft Forms
  • Persistent Reminders

Help TeamMate in Upcoming Influence Opportunity

Develop a Plan

Prepare a Script on What He or She Would Say

PITCHING NOVEL IDEAS TO THE BOSS

Referring to Friendship or Loyalty when

Making a Request

2019

Recruiting Bones

Commitment

XIAOMING ZHENG

VIJAYA

KAY BARTOL

FIRMS MAY OVERLOOK CREATIVE INVENTIONS

  • BECAUSE MANAGERS ARE TOO CONSERVATIVE
  • CREATIVE WORKERS ARE POOR SALESPEOPLE

EXCHANGE

APPRISING*

CONSULTATION

RATIONAL PERSUASION

INSPIRATIONAL APPEAL

Explain How Following Your Request will Benefit the Target (of Influence) Personally

Offer to Provide Something Target Wants in Return for Carrying Out Your Request

Explanations, Logical Arguments, and Facts to show

your Request is Reasonable

"A WAY OF OUT OF HELL"

Invite Target (of Your Influence) to Participate in Planning or Implementing Your Request

  • Give Detailed Plan and Invite Modification
  • Propose General Objective and Solicit Action Plan

Develop Commitment by Arousing Strong Emotions and Linking Request to Target's Values or Ideals

Amistad Trial

HIRING HELP

Getting Apollo 13 Home

*later added

Motivational

Speaker

WHICH EMPLOYEE BEHAVIORS CAN INDUCE SUPERVISOR TO JUDGE NEW INVENTIONS AS CREATIVE (AND THUS WORTH IMPLEMENTING)?

  • 1) IDEA ENACTMENT
  • PRESENT DEMOS, PROTOTYPES, DRAWINGS, MOCK-UPS, POWERPOINT)
  • 2) UPWARD INFLUENCE TACTICS
  • RATIONAL PERSUASION
  • INSPIRATIONAL APPEAL
  • CONSULTATION

How Should Leaders Influence Subordinates?

(Downward Influence)

Kristie Rogers

Chris Reina

Best Influence Tactics for Attaining Commitment to Your Request

Suzanne Peterson

WHICH BEHAVIORS MOST INDUCE SUPERVISORS TO JUDGE NEW PRODUCT AS CREATIVE?

VIDEO GAME COMPANY IN CHINA

Supervisor

Rating of

Creativity

IF BOSS LIKES IDEA, HE OR SHE WILL IMPLEMENT IT

LEADERS ARE MORE EFFECTIVE WHEN

USING SOFT TACTICS!

Reina, C., Rogers, K., Peterson, S., Byron, K., & Hom, P. (2017) Journal of Leadership & Organizational Studies

Apprising

Consultation

Rational Persuasion

Collaboration

Inspirational Appeal

COUNTERPRODUCTIVE TACTICS

Coalition

Pressure

Legitimating Tactics

Lee et al. 2017 Meta-Analysis

Lee et al. (2017, Leadership Quarterly)

Meta-Analysis (49 Studies with 9,000 Employees

INFLUENCE TACTICS

PRESIDENT GEORGE W. BUSH ADDRESS TO CONGRESS

SOCIAL INFLUENCE

Robert Cialdini

What Influence Tactics Did President Bush Exhibit?

Employee Best Sell Creative IDEAS

if She Uses Idea Enactment +

High Influence Tactics

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