| Conformity |
| Agreeing with someone else’s opinion to gain his or her approval is a form of ingratiation. |
| Example: A manager tells his boss, “You’re absolutely right on your reorganization plan for the western regional office. I couldn’t agree with you more. |
| Favors |
| Doing something nice for someone to gain that person’ s approval is a form of ingratiation. |
| Example: A salesperson says to a prospective client, “I’ve got two tickets to the theater tonight that I can’t use. Take them. Consider it a thank-you for taking the time to talk with me.” |
| Explaining a predicament |
| Explanations of a predicament-creating event aimed at minimizing the apparent severity of the predicament is a defensive IM technique. |
| Example: A sales manager says to her boss, “We ... |
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