10.4: Effectiveness of various forms of influence tactics Flashcards
What is influencing without authority?
It is the ability to get positive outcomes through others when you lack direct or legitimate authority.
What are the three possible reactions to influence tactics?
Resistance, compliance, and commitment.
What is resistance in the context of influence tactics?
The target opposes the request and avoids doing what is asked, even if they appear agreeable outwardly.
What is compliance in the context of influence tactics?
The target agrees to do what is asked but does so without enthusiasm, completing only the minimum required.
What is commitment in the context of influence tactics?
The target fully agrees with the request, carrying it out with energy and engagement, often doing more than required.
What is rational persuasion?
Using logical arguments and facts to convince someone that the request will lead to beneficial outcomes.
What is pressure as an influence tactic?
Using demands, threats, or subtle forms of coercion to gain compliance.
What is personal appeal?
Leveraging loyalty or friendship to convince someone to do something.
What is exchange as an influence tactic?
Offering something of value in return for cooperation.
What is ingratiation?
Using praise or flattery to put someone in a good mood before making a request.
What is coalition as an influence tactic?
Seeking help or support from others to persuade someone to agree.
What is legitimizing as an influence tactic?
Establishing the legitimacy of a request by linking it to authority or norms.
What is consultation as an influence tactic?
Inviting others to participate in planning or decisions to gain their buy-in.
What is inspirational appeal?
Arousing enthusiasm by appealing to values, ideals, or aspirations.
What is apprising?
Explaining how fulfilling a request benefits the individual personally.
What is collaboration as an influence tactic?
Offering to assist with a task or effort to encourage cooperation.
What are soft tactics?
Influence methods like collaboration, consultation, and inspirational appeals that rely on referent or expert power.
What are hard tactics?
Methods like pressure, coalition, and legitimizing that rely on authority or coercive power.
Why are soft tactics generally more effective?
They evoke emotions, build relationships, and foster commitment.
What is the most commonly used influence tactic?
Rational persuasion, though it is not always the most effective.
How can combining influence tactics improve effectiveness?
Using multiple tactics, such as consultation and inspiration, increases the likelihood of gaining commitment.
What are the four categories of political skill behaviors?
Networking ability, apparent sincerity, social astuteness, and interpersonal influence.
What does networking ability entail?
Building connections and calling on a network for support.
What does apparent sincerity involve?
Appearing genuine and showing genuine interest in others.
What is social astuteness?
Understanding the motivations and feelings of others.
What is interpersonal influence?
Developing good relationships and making others feel at ease.
