Influence Tactics for Motivating

Influence Tactics
Define Power and Influence
Power is the ability to bring about change in one’s psychological environment.
Influence is the use of power to bring about change
An influence model for leadership
Nine influence tactics likely to be relevant to a manager’s effectiveness
Rational Persuasion
Inspirational appeal
Consultation
Ingratiation
Exchange
Personal Appeal
Coalition
Legitimating
Pressure
Definition of Influence tactics
Rational Persuasion
Logical arguments and factual evidence
Expert Power
Inspirational appeal
Arouse enthusiasm by appealing to values ideals and aspirations
Referent power
Consultation
Need your support so will seek your assistance or modify your proposal to get it.
Reward, coercive or legitmate

Definition of Influence tactics
Ingratiation
Get you in a good mood before asking you for something
Reward Power
Exchange
Quid pro Quo
Reward Power
Personal Appeal
Appeals to your feelings of loyalty and friendship
Referent or Reward Power
Definition of Influence tactics
Coalition
Get someone else to persuade you to comply
Use someone else’s support as reason for you to comply
Coercive Power
Legitimating
Claims to have the authority to get you to do something
Verifying its in the policy manual, rules or practices and traditions
Legitimate Power
Pressure
Use demands threats or persistent reminders
Coercive Power
How is the effectiveness of a tactic determined?
Is it consistent with social norms and role expectations
Does leader have approprited power base
Will tactics influence followers’ attitude
The leader’s skill in using tactic
How much built in resistance because of the nature of the request
What tactics are most likely to change followers’ attitude?
Tactics that create favorable follower attitude.
Consultation, inspirational appeal, rational persuasion.
Tactics that result in compliance without changing attitudes—coercion and manipulation.
Pressure, legitimating, some coalition