9 Generic Influence Tactics

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 The 9 Generic Influence Tactics are:

  1. Rational persuasion: using logical arguments and evidence to persuade someone
  2. Inspirational appeals: using appealing values and emotions to motivate someone
  3. Consultation: seeking the other person's opinions and ideas to build commitment
  4. Ingratiation: building a relationship with someone by flattering or pleasing them
  5. Personal appeal: asking for a favor based on a personal relationship
  6. Pressure: using threats or intimidation to persuade someone
  7. Legitimizing: using formal authority or rules to justify a request
  8. Exchange: offering something in return for compliance
  9. Coalitions: building a group or team to support your request.

It depends on the situation, the person and the context, you can use different tactics to influence people. Also, the outcome and impact on task accomplishment varies and it can be positive or negative.

Example in real world scenarios - 

  • Rational persuasion: A manager uses logical arguments and data to convince an employee that a new project will benefit the company and increase their chances of promotion. The employee agrees to take on the project and completes it successfully, leading to increased sales for the company. The employee feels positive about their contribution to the company's success and is motivated to take on more challenging projects in the future.
  • Inspirational appeals: A team leader uses a motivational speech to inspire employees to work harder and reach their goals. The employees feel motivated and work harder, resulting in increased productivity and meeting the deadlines. The employee feel motivated and more committed to their work.
  • Consultation: A manager involves employees in the decision-making process by asking for their opinions and ideas. Employees feel heard and valued, leading to improved morale and higher job satisfaction. The employee feel more committed to their work and the decision made.
  • Ingratiation: A manager flatters an employee by praising their work and offering them a small gift. The employee feels valued and appreciated, leading to improved job satisfaction. The employee feel positive and motivated towards their manager.
  • Personal appeal: An employee asks a coworker for a favor based on their friendship. The coworker agrees and the task is completed successfully. The employee feels grateful for the favor and their friendship is strengthened.
  • Pressure: A manager uses threats or intimidation to persuade an employee to meet a deadline. The employee feels stressed and resentful, leading to decreased job satisfaction. The employee may feel unmotivated and resentful towards their manager.
  • Legitimizing: A manager uses their formal authority to justify a request for an employee to work overtime. The employee feels a sense of obligation and completes the task. The employee may feel resentful and unmotivated if the overtime is excessive.
  • Exchange: An employee offers to help a coworker with a task in exchange for their help on a future project. Both tasks are completed successfully and the employee feels positive about the exchange.
  • Coalitions: An employee builds a team to support a proposal for a new project. The proposal is accepted and the team successfully completes the project. The employee feels positive about their leadership skills and the success of the project.

It's important to note that not all the tactics will be effective for all people, the outcome, impact and the feeling of the employee may vary, and the context and situation should be taken into account when using these tactics.

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