Types of influence Flashcards
What are the 3 different types of influence?
Downward
Upward
Lateral
What is downward influence?
Subordinates
What is Upward & lateral influence?
- Influencing those with the same or more authority
- To seniors or peers
- Peers & Seniors - Lead them to pay attention to what you’re saying
Why is upward & lateral influence more difficult that downward?
- Seniors and peers are not expected to agree.
- You need to use “expert power”
Why would you need to influence upward/ laterally?
- Convince peers/ seniors for proposals
- Raise a problem
- Suggest change
- Get peers/ seniors to pay attention
- Except a proposal
What is expert power?
- People look up to you as an expert in your field
- Skills, knowledge and experience
Why is upward & lateral more important in the modern day?
- Hierarchical org charts are a thing of the past
- Company org charts are becoming flatter, so you need to get stronger at being able to influence your peers
- Team work is more important
- To navigate career successfully
What is influence?
- Influence is defined as “a force one person (the agent) exerts on someone else (the target) to induce a change in behaviours, opinions, attitudes, goals, needs and values” (French & Raven, 1959, p. 151).
- The ability to influence is a key characteristic of a good manager, as you will often have to gain support from others to implement the actions necessary to achieve your strategic goals.
What are the 3 outcomes of influence attempt?
- Resistance
- Compliance
- Commitment
What is Resistance (outcome of influence attempt)?
Desired change doesnt take place.
Different forms of resistance (Hall & Barret, 2007) - Refusing to act; appealing to a higher authority to overall influence attempt or actively sabotaging.
Brehm (1966) - when someone is faced with threats to their behavioural freedom, it could lead to “psychology resistance”.
If you are pressured into doing something, you do the opposite
What is Compliance (outcome of influence attempt)?
Your behavioural change takes place, but your attitude doesnt.
They do what you want, but with minimal enthusiasm or initiative
This could be a problem as if they face hurdles in the process, they wont be proactive which could cause a knock on effect for others in the future.
It is only acceptable if a task is straight forward and involves minimal initiative
What is Commitment (outcome of influence attempt)?
A change in both behaviour and attitude
You’ve successfully increased enthusiasm
They may even volunteer to do more
This is the most desired result!!
Why is commitment important?
When committing, people feel as though they want to do something, instead of feeling as though they must do it.
Commitment leads to self-discipline and proactive behaviour.
Individuals who are not motivated themselves cannot motivate others.
Someone who is not committed will lack positivity and enthusiasm.
Commitment will lead to positive actions and behaviours following naturally, without having to think about it.
What are the 2 types of influence (Hall and Barret 2007)
Push -
Push someone to compliance
Push tactics focus on the end goal and often yield quick results
Short-term compliance or even resistance
Pull -
Focuses on the needs of the individual and what they gain from changing their attitude/ behaviour (WIFM)
This wil take longer but improvement the chance of commitment
What are hard tactics in influence?
Based on power & intimidation.
Individual if left with little choice when decided whether to yield to the influence attempt or not.
What are the 6 types of Hard Tactics in Influence?
Pressure - use of threats/ intimidation
Exchange - promising someone a reward if they comply with request/ reminding them of a favour they owe
Legitimating - persuading someone to comply as you have more authority
Upward appeal - creating the impression the decision has come from above/ threatening to speak with someone’s manager if they dont do what you request
Coalition - joining forces with someone else to get someone to agree
Blocking - getting in the way, or threatening to do so, if someone doesnt adhere
What are Soft tactics for influence?
Based on the likeability & reciprocity and focus on an individuals needs & emotions (Brown 2017).
Provides more freedom to decide
Can be risky if you come across insincere/ manipulative
Soft tactics can be extremely effective, but must be used with care.
What are the 6 types of Soft Tactics in influence?
Rational Persuasion - use of pressure approach and logical argument. Uses factual evidence to show the response is feasible.
Ingratiation - getting someone in a good mood by praising/ flattering them first.
Personal appeal - rely on good relationship or personal brand.
Inspirational appeal - appeals to someone’s emotions, values and aspirations.
Consultation - seeking someone’s inputs when making a decision.
Collaboration - brainstorm as a team to contribute/ give their ideas. Makes it more agreeable.
What tactics would you use for upward influence?
If a person is trying to influence a senior, they have limited power at their disposal and usually employ rational tactics.
What tactics would you use for lateral influence?
If a person is looking to influence a colleague or peer, they can make use of more power and more scope to be persuasive, but there is a tendency towards using hard tactics, and in particular, upward appeal and blocking.
1st, 2nd and 3rd most powerful combos?
Soft + soft
Soft + rational
Soft on it’s own
How to get people to commitment/ compiance?
Rational or Soft (only if authentic)
6 types of Inlfluences
Social Proof
Scarcity
Authority
Consistency
Reciprocation
Liking
Scarcity
Limited time/ resource to compy
Authroity
feel obligued to act if the person of influence has more authority
Consistency
People want to seem consistent in decisions
Reciprocation
Returning a favour
Liking
Need for belonging (being liked)
Social Proof
Instinct to follow a group
Hard tactics - Pressure
use of threats/ intimidation
Hard tactics - Exchange
Promising someone a reward if they comply with request/ reminding them of a favour they owe
Hard Tactics - Legitimating
persuading someone to comply as you have more authority
Hard Tactics - Upward appeal
creating the impression the decision has come from above/ threatening to speak with someone’s manager if they dont do what you request
Hard Tactics - Coalition
joining forces with someone else to get someone to agree
Hard Tactics - Blocking
- getting in the way, or threatening to do so, if someone doesnt adhere
Rational Persuasion
use of pressure approach and logical argument. Uses factual evidence to show the response is feasible.
Soft Tactics - Ingratiation
- getting someone in a good mood by praising/ flattering them first.
Soft Tactics - Collaboration
brainstorm as a team to contribute/ give their ideas. Makes it more agreeable.
Soft Tactics - Consultation
seeking someone’s inputs when making a decision.
Soft Tactics - Inspirational appeal
appeals to someone’s emotions, values and aspirations.
Soft Tactics - Personal appeal
rely on good relationship or personal brand.
