Table 2.

Kipnis’ Power Act Model of Tactics[11]

Influence Category	Influence Tactics
Assertiveness	Demand, order, set deadlines
Ingratiation	Make the other person feel important
Rationality	Write a plan, explain the reasons
Sanctions	Threaten job security, financial coercion
Exchange	Offer an exchange of favors, personal sacrifice
Upward appeal	Invoke the influence of higher levels in organization
Blocking	Stop target person from carrying out some action
Coalition	Steady pressure for compliance by obtaining support