Influencing others

•Influence- Any behavior that attempts to alter someone’s attitudes or behavior

Types of influence tactics

Silent Authority- Influencing behavior through legitimate power without explicitly referring to that power base.

Assertiveness- Actively applying legitimate and coercive power by applying pressure or threats.

Information control- Explicitly manipulating someone else’s access to information for the purpose of changing their attitudes and/or behavior.

Coalition formation- Forming a group that attempts to influence others by pooling the resources and power of its members

Upward appeal- relying symbolically or in reality on people with higher authority or expertise to support our position

Persuasion- Using logical arguments, factual evidence and emotional appeals to convince people of the value of a request.

Impression management (including ingratiation)- Actively shaping, through self-presentations and other means, the perceptions and attitudes that others have of us.  Includes ingratiation, which refer to the influencer’s attempt to be more liked by the targeted person or group.

Exchange- Promising benefits or resources in exchange for the target person’s compliance.