Question

. Influence Tactics identify how individuals manipulate the power bases. Research has identified nine power tactics managers and employees use to increase their power. List and briefly explain them

Answer 1

Influence tactics

The type of behavior used intentionally to influence the attitudes and behavior of another person is called influence tactics. Influence involves the motives and perceptions of the target person in a relation to the actions of the agent and the context in which the interaction occur. The authorities in an organization use their power, rights, obligations and duties as influence tactics. Influence tactic is often required when we are seeking to change the attitudes, beliefs, values, or behaviors of another individual. Through this the target carries out a requested action for the purpose of obtaining reward.

Influence tactics are often manipulated to achieve some personal benefit even unethical. The authorities use their powers to influence others for unfair advantages. The superiors use tricks and pressure on subordinates to achieve targets not as per company’s policies. The means of manipulating includes coercive power, unpleasant job assignments, violation of safety, insisting to do illegal activities, make promise than can’t be delivered etc.

The concept of power refers to the capacity that a person has to influence the behavior of another person. The influencing person influences another person to make them act in accordance with the influencing persons’ wishes. There are 9 organizational power tactics used by managers and employees to increase their power. They are:-

1) Rational persuasion. A tactic that is used to try and convince someone with a valid reason, rational logic, or realistic facts.

2) Inspirational appeals. A tactic that builds enthusiasm by appealing to emotions, ideas and/or values.

3) Consultation. A tactic that focuses on getting others to participate in the planning process, making decisions, and encourage changes.

4) Ingratiation. A tactic that emphasizes on getting someone in a good mood prior to making a request. It includes being friendly, helpful, and using praise or flattery.

5) Personal appeals. A tactic that refers to friendship and loyalty while making a request.

6) Exchange. A tactic that suggests that making express or implied promises and trading favours.

7) Coalition tactics. Refers to a tactic that prescribes getting others to support your effort to persuade someone.

8) Pressure. A tactic that focuses on demanding compliance or using intimidation or threats.

9) Legitimating tactics. This tactic suggests that basing a request on one’s authority or right, organizational rules or policies, or express or implied support from superiors, is a best.