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INFLUENCE TACTICS

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by

Peter Hom

on 28 October 2018

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Transcript of INFLUENCE TACTICS

INFLUENCE TACTICS

SOCIAL INFLUENCE
Robert Cialdini
Best Influence Tactics for Attaining Commitment to Your Request
Help TeamMate in Upcoming Influence Opportunity

Develop a Plan

Prepare a Script on What He or She Would Say
INFLUENCE TACTICS
PRESIDENT GEORGE W. BUSH ADDRESS TO CONGRESS
How Do Others Respond to Your Request?
Resistance
Compliance
Commitment
RATIONAL PERSUASION
Explanations, Logical Arguments, and Facts to show
your Request is Reasonable
APPRISING*
Explain How Following Your Request will Benefit the Target (of Influence) Personally
INSPIRATIONAL APPEAL
Develop Commitment by Arousing Strong Emotions and Linking Request to Target's Values or Ideals
CONSULTATION
EXCHANGE
Offer to Provide Something Target Wants in Return for Carrying Out Your Request
COLLABORATION*
Offer to Provide Resources and Help
if Target Carries Out Your Request

Differ from Exchange Tactic
LEGITIMATING TACTICS
PRESSURE
Use Demands, Threats, or Frequently
Checking to Influence Target
Hard Forms
Threats, Warnings
Soft Forms
Persistent Reminders
COALITION TACTICS
Solicit Others to Persuade Target to Follow Your Request
Or Use Support of Others as Reason for Target to Agree to Your Request
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
Establish One's Legitimate Authority to Make
a Particular Request
Rational Persuasion
Inspirational Appeal
Consultation
Collaboration
COUNTERPRODUCTIVE TACTICS
Coalition
Legitimating Tactics
Pressure
How Should Leaders Influence Subordinates?
(
Downward Influence
)
INFLUENCE PLAN
*later added
*later added
INGRATIATON
Getting Someone in Good Mood Prior to Making a Request
PERSONAL APPEALS
Referring to Friendship or Loyalty when
Making a Request
Motivational
Speaker
"A WAY OF OUT OF HELL"
Fight for Freedom
HIRING HELP
Sports Agent Solicits Client
"I AM THE AUTHORITY"
MAKING AN OFFER THAT CAN'T BE REFUSED
Recruiting Bones
Notre Dame Football Team Helps Rudy
Getting Apollo 13 Home
What Influence Tactics Did President Bush Exhibit?
Lee et al. (2017, Leadership Quarterly)
Meta-Analysis (49 Studies with 9,000 Employees
Lee et al. 2017 Meta-Analysis
Apprising
Reina, C., Rogers, K., Peterson, S., Byron, K., & Hom, P. (2017)
Journal of Leadership & Organizational Studies
Chris Reina
Kristie Rogers
Suzanne Peterson

LEADERS ARE MORE EFFECTIVE WHEN
USING SOFT 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
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