Types of influence

Question 1

What are the 3 different types of influence?

Answer 1

Downward
Upward
Lateral

Question 2

What is downward influence?

Answer 2

Subordinates

Question 3

What is Upward & lateral influence?

Answer 3

• Influencing those with the same or more authority
• To seniors or peers
• Peers & Seniors - Lead them to pay attention to what you’re saying

Question 4

Why is upward & lateral influence more difficult that downward?

Answer 4

• Seniors and peers are not expected to agree.
• You need to use “expert power”

Question 5

Why would you need to influence upward/ laterally?

Answer 5

• Convince peers/ seniors for proposals
• Raise a problem
• Suggest change
• Get peers/ seniors to pay attention
• Except a proposal

Question 6

What is expert power?

Answer 6

• People look up to you as an expert in your field
• Skills, knowledge and experience

Question 7

Why is upward & lateral more important in the modern day?

Answer 7

• 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

Question 8

What is influence?

Answer 8

• 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.

Question 9

What are the 3 outcomes of influence attempt?

Answer 9

1. Resistance
2. Compliance
3. Commitment

Question 10

What is Resistance (outcome of influence attempt)?

Answer 10

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

Question 11

What is Compliance (outcome of influence attempt)?

Answer 11

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

Question 12

What is Commitment (outcome of influence attempt)?

Answer 12

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!!

Question 13

Why is commitment important?

Answer 13

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.

Question 14

What are the 2 types of influence (Hall and Barret 2007)

Answer 14

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

Question 15

What are hard tactics in influence?

Answer 15

Based on power & intimidation.

Individual if left with little choice when decided whether to yield to the influence attempt or not.

Question 16

What are the 6 types of Hard Tactics in Influence?

Answer 16

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

Question 17

What are Soft tactics for influence?

Answer 17

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.

Question 18

What are the 6 types of Soft Tactics in influence?

Answer 18

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.

Question 19

What tactics would you use for upward influence?

Answer 19

If a person is trying to influence a senior, they have limited power at their disposal and usually employ rational tactics.

Question 20

What tactics would you use for lateral influence?

Answer 20

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.

Question 21

1st, 2nd and 3rd most powerful combos?

Answer 21

Soft + soft
Soft + rational
Soft on it’s own

Question 22

How to get people to commitment/ compiance?

Answer 22

Rational or Soft (only if authentic)

Question 23

6 types of Inlfluences

Answer 23

Social Proof
Scarcity
Authority
Consistency
Reciprocation
Liking

Question 24

Scarcity

Answer 24

Limited time/ resource to compy

Question 25

Authroity

Answer 25

feel obligued to act if the person of influence has more authority

Question 26

Consistency

Answer 26

People want to seem consistent in decisions

Question 27

Reciprocation

Answer 27

Returning a favour

Question 28

Liking

Answer 28

Need for belonging (being liked)

Question 29

Social Proof

Answer 29

Instinct to follow a group

Question 30

Hard tactics - Pressure

Answer 30

use of threats/ intimidation

Question 31

Hard tactics - Exchange

Answer 31

Promising someone a reward if they comply with request/ reminding them of a favour they owe

Question 32

Hard Tactics - Legitimating

Answer 32

persuading someone to comply as you have more authority

Question 33

Hard Tactics - Upward appeal

Answer 33

creating the impression the decision has come from above/ threatening to speak with someone’s manager if they dont do what you request

Question 34

Hard Tactics - Coalition

Answer 34

joining forces with someone else to get someone to agree

Question 35

Hard Tactics - Blocking

Answer 35

• getting in the way, or threatening to do so, if someone doesnt adhere

Question 36

Rational Persuasion

Answer 36

use of pressure approach and logical argument. Uses factual evidence to show the response is feasible.

Question 37

Soft Tactics - Ingratiation

Answer 37

• getting someone in a good mood by praising/ flattering them first.

Question 38

Soft Tactics - Collaboration

Answer 38

brainstorm as a team to contribute/ give their ideas. Makes it more agreeable.

Question 39

Soft Tactics - Consultation

Answer 39

seeking someone’s inputs when making a decision.

Question 40

Soft Tactics - Inspirational appeal

Answer 40

appeals to someone’s emotions, values and aspirations.

Question 41

Soft Tactics - Personal appeal

Answer 41

rely on good relationship or personal brand.