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11 Proactive Influence Tactics

The document describes 11 proactive influence tactics that can be used to influence others, including rational persuasion using logical arguments, apprising others of personal benefits, inspirational appeals to values or emotions, consultation to improve proposals, collaboration by offering assistance, ingratiation through praise, personal appeals, exchanging favors, forming coalitions, legitimating requests based on rules, and applying pressure through demands or persistence.

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Raheel Ilyas
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797 views1 page

11 Proactive Influence Tactics

The document describes 11 proactive influence tactics that can be used to influence others, including rational persuasion using logical arguments, apprising others of personal benefits, inspirational appeals to values or emotions, consultation to improve proposals, collaboration by offering assistance, ingratiation through praise, personal appeals, exchanging favors, forming coalitions, legitimating requests based on rules, and applying pressure through demands or persistence.

Uploaded by

Raheel Ilyas
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as DOCX, PDF, TXT or read online on Scribd

Managing People (Gary Yukl)

11 PROACTIVE INFLUENCE TACTICS

1. Rational Persuasion: The agent uses logical arguments and factual evidence to show a
proposal or request is feasible and relevant for attaining important task objectives.

2. Apprising The agent explains how carrying out a request or supporting a proposal will
benefit the target personally or help advance the target person’s career.

3. Inspirational appeals: The agent makes an appeal to values and ideals or seeks to arouse
the target person’s emotions to commitment for a request or proposal.

4. Consultation: The agent encourages the target to suggest improvements in a proposal or


to help plan an activity or change for which the target person’s support and assistance are
desired.

5.Collaboration: The agent offers to provide relevant resources and assistance if the target
will carry out a request or approve a proposed change.

6. Ingratiation:
The agent use praise and flattery before or during an influence attempt, or expresses
confidence in the target’s ability to carry out a difficult request.

7. Personal appeals: The agent asks the target to carry out the request or support a
proposal out of friendship, or asks for a personal favor before saying what it is.

8. Exchange: The agent offers an incentive, suggests an exchange of favors or indicates


willingness to reciprocate at a later time if the target will do what the agent requests.

9. Coalition tactics: The agent seeks the aid of others to persuade the target to do
something, or use the support of others as a reason for the target to agree.

10. Legitimating: Tactics: The agent seeks to establish the legitimacy of a request or to verify
the authority to make it by referring to rules, policies, contract, or precedent.

11. Pressure: The agent uses demands, threats, frequent checking, or persistent to influence
the target to carry out a request.

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