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Nine Generic Influence Tactics:

Chapter 13 Influence, Power & Politics: An Organizational Survival Kit The Eagles Matt Rodger, Shelbi Reeder, Justin Hemp, Barbara Glanz, Ryan Gilmour. Nine Generic Influence Tactics:. Rational Persuasion Inspirational Appeals Consultation Ingratiation Personal Appeals Exchange

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Nine Generic Influence Tactics:

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  1. Chapter 13 Influence, Power & Politics:An Organizational Survival KitThe EaglesMatt Rodger, Shelbi Reeder, Justin Hemp, Barbara Glanz, Ryan Gilmour

  2. Nine Generic Influence Tactics: • Rational Persuasion • Inspirational Appeals • Consultation • Ingratiation • Personal Appeals • Exchange • Coalition Tactics • Pressure • Legitimating Tactics The 5 “Soft” Tactics The 4 “Hard” Tactics

  3. Three Influence Outcomes: • Commitment: Substantial agreement followed by initiative and persistence in pursuit of common goals • Compliance: Reluctant or insincere agreement requiring subsequent prodding to satisfy minimum requirements • Resistance: Stalling, unproductive arguing, or outright rejection

  4. Practical Research Insights: • Commitment is more likely when people rely on consultation, strong rational persuasion, and inspirational appeals and DO NOT rely on pressure and coalition tactics. • A study suggested that ingratiation (making your boss feel good) can improve your performance results and make your boss like you more. • Commitment is more likely when the influence attempt involves something important and enjoyable and is based on a friendly relationship.

  5. Social Power and Empowerment The term power often evokes mixed and passionate reactions. It is a necessary component and generally a positive force in organizations. Five Bases of Power • Reward Power: Compliance with promised or actual rewards • Coercive Power: Compliance through threatened or actual punishment • Legitimate Power: Compliance through formal authority • Expert Power: Compliance through one’s knowledge or information • Referent Power: Compliance through charisma or personal attraction • ACTIVITY: HANDS-ON EXERCISE

  6. How to Make Empowerment Succeed • Share Information • Create Autonomy Through Structure • Let Teams Become the Hierarchy **Remember: “Empowerment is not magic; it consists of a few simple steps and a lot of persistence.”

  7. Organizational Politics & Impression Management Organizational Politics: Intentional acts of influence to enhance or protect the self-interest of individuals or groups. Three levels of political action: • Network Level: Temporary grouping of people who actively pursue a single issue • Coalition Level: Cooperative pursuit of group interests in specific issues • Individual Level: Personal self-interests are pursued by the individual

  8. Impression Management Favorable Impression Management Tactics: -Job-focused: Manipulating information about one’s job performance -Supervisor-focused: Praising and doing favors for one’s supervisor -Self-focused: Presenting oneself as a polite and nice person Bad impressions: -Avoidance: Avoids additional work, stress, burnout or unwanted transfer or promotion -Obtain concrete rewards: Employee seeks to obtain a pay raise or a desired transfer, promotion, or demotion -Exit: Employee seeks to get laid off, fired, or suspended, and perhaps also to collect workers compensation -Power: Employee seeks to control, manipulate, or intimidate others, get revenge, or make someone else look bad

  9. Keeping Organizational Politics in Check Some key ideas on how to Keep Organizational Politics within Reasonable Bounds: • Screen out overly political individuals at hiring time • Create an open-book management system • Employee should know how the business works and have a personal line of sight to key results with corresponding measurable objectives for individual accountability • Publicly recognize and reward people who get real results without political games

  10. QUESTIONS?

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