Power Tactics

  1. 4 Identify power or influence tactics and their contingencies.

What power tactics do people use to translate power bases into specific ­action? What options do they have for influencing their bosses, coworkers, or ­employees? Research has identified nine distinct influence tactics:16

  • Legitimacy. Relying on your authority position or saying a request ­accords with organizational policies or rules.

  • Rational persuasion. Presenting logical arguments and factual evidence to demonstrate a request is reasonable.

  • Inspirational appeals. Developing emotional commitment by appealing to a target’s values, needs, hopes, and aspirations.

  • Consultation. Increasing support by involving the target in deciding how to accomplish your plan.

  • Exchange. ...

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