Table 2.
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 |