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Powertypes

This document describes different types of power and influence tactics that can be used to gain compliance or commitment from others. It discusses coercive power, reward power, legitimate power, expert power, and referent power, and how each may lead to commitment, compliance, or resistance depending on how they are applied. It then outlines various influence tactics including rational persuasion, apprising, inspirational appeals, consultation, exchange, collaboration, personal appeals, ingratiation, legitimating tactics, pressure, and coalition tactics.

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Study Circle
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43 views23 pages

Powertypes

This document describes different types of power and influence tactics that can be used to gain compliance or commitment from others. It discusses coercive power, reward power, legitimate power, expert power, and referent power, and how each may lead to commitment, compliance, or resistance depending on how they are applied. It then outlines various influence tactics including rational persuasion, apprising, inspirational appeals, consultation, exchange, collaboration, personal appeals, ingratiation, legitimating tactics, pressure, and coalition tactics.

Uploaded by

Study Circle
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPT, PDF, TXT or read online on Scribd
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Power And Influence Tactics

Coercive Power
• The target person complies in order to avoid
punishments he or she believes are
controlled by the agent.
Coercive Power
• Commitment
– Very Unlikely
• Compliance
– Possible
• If used in a helpful, non-punitive way.
• Resistance
– Likely*
• If used in a hostile or manipulative way.
• * Indicates most common outcome
Reward Power
• The target person complies in order to
obtain rewards he or she believes are
controlled by the agent.
Reward Power
• Commitment
– Possible
• If used in a subtle, very personal way.
• Compliance
– Likely*
• If used in a mechanical, impersonal way.
• Resistance
– Possible
• If used in a manipulative, arrogant way.
• * Indicates most common outcome
Legitimate Power
• The target person complies because he or
she believes the agent has the right to make
the request and the target person has the
obligation to comply.
Legitimate Power
• Commitment
– Possible
• If request is polite and very appropriate.
• Compliance
– Likely*
• If request or order is seen as legitimate.
• Resistance
– Possible
• If arrogant demands are made or request does not appear
proper.
• * Indicates most common outcome
Expert Power
• The target person complies because he or
she believes that the agent has special
knowledge about the best way to do
something.
Expert Power
• Commitment
– Likely*
• If request is persuasive and subordinates share leader’s task
goals.
• Compliance
– Possible
• If request is persuasive but subordinates are apathetic about task
goals.
• Resistance
– Possible
• If leader is arrogant and insulting, or subordinates oppose task
goals.
• * Indicates most common outcome
Referent Power
• The target person complies because he or
she admires or identifies with the agent and
wants to gain the agent’s approval.
Referent Power
• Commitment
– Likely*
• If request is believed to be important to leader.
• Compliance
– Possible
• If request is perceived to be unimportant to leader.
• Resistance
– Possible
• If request is for something that will bring hardship to leader.
• * Indicates most common outcome
Influence Tactics
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

• Do your homework and get your ducks in a


row.
Apprising
• The agent explains how carrying out a
request or supporting a proposal will benefit
the target personally or help advance their
professional life.

• Let me tell what’s in this for you.


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

• I have a dream for you and for me


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.

• So how do you think we can make this even


better?
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.

• The classic quid pro quo


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

• You know with my brains and your brawn


we can make this happen.
Personal Appeals
• The agent asks the target to carry out a
request or support a proposal out of
friendship, or asks for a personal favor
before saying what it is.

• Will you do me a favor?


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

• One catches more flies with honey than


with vinegar.
Legitimating Tactics
• The agent seeks to establish the legitimacy
of a request or to verify authority to make it
by referring to rules, formal policies, or
official documents.

• It is clearly written and it has always been


done this way.
Pressure
• The agent uses demands, threats, frequent
checking, or persistent reminders to
influence the target person.

• “Bugging” people works.


Coalition Tactics
• The agent seeks the aid of others to
persuade the target to do something or uses
the support of others as a reason for the
target to agree.

• The train is coming down the track hop on


or get run over.

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