Influence Tactics And Outcomes Flashcards
Define influence
The force one person exerts on someone else to induce a change in behaviors, opinions, attitudes, goals, needs, and values
What are the main goals of an influence attempt?
To change ATTITUDE
To change BEHAVIOR
Three types of influence based on position in organization
Upward
Lateral
Downward
The 3 possible outcomes of an influence attempt
Resistance
Compliance
Commitment
When under coercion or pressure a person does the EXACT OPPOSITE of what is asked.
PSYCHOLOGICAL REACTANCE
In what situation is COMPLIANCE enough of a response to an influence attempt?
When a task is straightforward, does not require much initiative
What is a potentially troublesome consequence of a COMPLIANCE response?
-lack of ENTHUSIASM or INITIATIVE which can be problematic in the future
Name 5 important consequences/outcomes from achieving COMMITMENT response?
-a desire or want to do something (the thing)
-leads to self-discipline and proactive behavior
-improves motivation that can then motivate others
-engenders positivity and enthusiasm
-leads to natural flow of positive actions and behaviors (without hesitation)
Three categories of INFLUENCE TACTICS
-HARD TACTICS- based on power and intimidation; forceful
-SOFT TACTICS- based on likability & reciprocity; focussed in needs and emotions
-RATIONAL TACTICS- based on logic and information; the cold hard facts
Name the 6 HARD TACTICS
-pressure
-exchange
-legitimating
-upward appeal
-coalition
-blocking
Name 5 SOFT TACTICS
-Ingratiation
-Personal Appeal
-Inspirational Appeal
-Consultation
-Collaboration
PRESSURE
-using demands, threats, or intimidation
-reminding of negative consequences of non-adherence
EXCHANGE
-use of reward
-reminding of favor owed
-can be hard, soft, or rational tactic depending upon use/context
LEGITIMATING
-reminding position of more authority
-or, inline with company policies or culture/traditions
UPWARD APPEAL
-request cleared by person in authority
-request represents thinking of senior management
-asking manager to convince agent of something
-intimating will go to immediate supervisor/manager if non-compliance
COALITION
-asking others to join forces in effort of convincing someone to agree or comply or consent
BLOCKING
-getting in the way of progress or task completion or threatening to
INGRATIATING
-praising or flattering before making request
PERSONAL APPEAL
-appealing loyalty or good relationship/personal bond
INSPIRATIONAL APPEAL
-appealing to emotions, values, aspirations
CONSULTATION
-seeking someone’s input and participation while making decision to get their support
COLLABORATION
-making opportunity to work as a team, gather and brainstorm ideas
Key findings regarding the relationship between TACTICS and OUTCOMES
-rational and soft tactics can lead to commitment
-hard tactics DO NOT lead to commitment
-hard tactics are most likely to lead to resistance
-if difficult task needs to be done on tight schedule then hard tactic may have be used, at least initially
What are 4 factors, other than tactic, that may impact the outcome of an influence attempt?
-objective of the influence attempt
-relative power status
-relationship between the parties
-skill with which power is exerted
Top FOUR combinations of influence tactics
-SOFT + SOFT
-SOFT + RATIONAL
-SOFT
-SOFT + HARD
-in other words, it always helps to establish a connection
Analysis of any situation where influence is exerted includes:
-what type of tactic to be used (hard, soft, rational)
-which specific tactic is most appropriate to the situation and the position of power
-which combinations of tactics to be used
