-
rational persuasion, inspirational appeal, consultation, ingratiation, personal appeal
soft influence tactics
-
using logical arguments and facts to persuade another that a desired result will occur
rational persuasion
-
arousing enthusiasm by appealing to one's values and beliefs
inspirational appeal
-
asking for participation in decision making or planning a change
consultation
-
geting someone to do what you want by putting that person in a good mood or getting him or her to like you
ingratiation
-
appealing to feelings of loyalty and friendship before making a request
personal appeal
-
exchange, coalition building, legitimating, pressure
hard influence tactics
-
promising some benefits in exchange for complying with a request
exchange
-
persuading by seeking the assistance of others or by noting the support of others
coalition building
-
pointing out one's authority to make a request or verifying that it is consistent with prevailing organizational policies and practices
legitimating
-
seeking compliance by using demands threats or intimidation
pressure
-
3 outcomes of influence attempts
commitment, compliance, resistance
-
a strong positive response - the person will agree and carry out the request because they truly believes it is the right or best thing to do this is the best coutcome
commitment
-
completion of request - the person will agree only because there is something positive in it for him/her or something negative will happen if they don't
compliance
-
a strong negative response - request will be disregarded, influence attempt is unsuccessful
resistance
-
the ability to get things done with human, informational, and material resources. Power is not power OVER others. Power is the ability to GET THINGS DONE
social power
-
someone has the need to be selfish and use power for their own self-centered needs not for the good of the group or organization
personalized power
-
used for the good of the organization and is often self-sacrificing - used to create motivation and accomplish group goals
socialized power
-
sharing varying degrees of power with lower-level employees to tap their full potential
empowerment
-
the process whereby the employees play a direct role in setting goals, making decisions, solving problems, making changes
participative management
-
granting decision-making authority to people at lower levels
delegation
-
intentional enhancement of self interest
organizational politics
-
3 principles of influence
- liking
- reciprocity
- social proof
-
the more we like the other person the more likely we'll comply with their requests
liking
-
the belief that both good and bad deeds should be repaid in kind
reciprocity
-
role models and peer pressure are powerful forces
social proof
-
once individuals have stated a commitment they tend to act in accordance with that commitment
consistency
-
people tend to defer to and respect credible experts
authority
-
requests that emphasize scarcity or the fact that some object, opportunity, or outcome will soon no longer be available, are difficult to resist
scarcity
|
|