Influence and Persuasion Techniques for Business

Question 1

What are the 7 power tactics used in organizational behavior?

Answer 1

legitimacy, rational persuasion, inspiration, consultation, exchange, personal appeal, and ingratiation.

Question 2

Legitimacy Power Tactic

Answer 2

This comes from having a position where power is associated with status or rank. For example, a vice president at a bank has legitimate power due to his or her position. If he or she gives someone below them in the organizational chart an order, they have to follow that order. Thus, legitimately, the vice president has power.

Question 3

Rational Persuasion Tactic

Answer 3

This power usually comes from someone who is an expert in their field and is based on using logic and evidence t influence others.

Question 4

Inspirational Appeal Tactic

Answer 4

When someone arouses our enthusiasm for an issue by hitting on what we value or what we want to become or obtain, they are using inspirational appeal

Question 5

Consultation Tactic

Answer 5

This type usually relies on coercion or reward to get what the person wants. They appear to be using you as a consultant to help them.

Question 6

Exchange Tactic

Answer 6

Someone will give you something for something they want in return from you.

Question 7

Personal Appeal Tactic

Answer 7

Appeals to your ideas of loyalty and friendship