These tactics are ways in which individuals translate power bases into specific actions. The 9 influence tactics are legitimacy, rational persuasion, inspirational appeals, consultation, exchange, personal appeals, ingratiation, pressure and coalitions.
Inspirational appeals. A tactic that builds enthusiasm by appealing to emotions, ideas and/or values.
Rational persuasion. A tactic that is used to try and convince someone with a valid reason, rational logic, or realistic facts.
Consultation. A tactic that focuses on getting others to participate in the planning process, making decisions, and encourage changes.
Personal appeals. A tactic that refers to friendship and loyalty while making a request.
Exchange. A tactic that suggests that making express or implied promises and trading favours.
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.
Coalition tactics. Refers to a tactic that prescribes getting others to support your effort to persuade someone.
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.
Pressure. A tactic that focuses on demanding compliance or using intimidation or threats.
Sources of Formal Individual Power
Reward Power: The power that allows you to give pay raises, promotion, praise, interesting projects, and other rewards to your subordinates. Moreover, there is a limit to the number of rewards, however, it can be a great tool to motivate subordinates.
Legitimate Power: The power to monitor and use the organization’s resources in order to accomplish organizational goals. For example Firing, demotion, & subordinate’s authority. Another example is that of a CEO who uses a Private Jet to travel.
Coercive Power: The power to punish or to withhold a punishment. Punishments have negative side effects and should be used with caution. Furthermore, punishments can be:
- Suspension to demotion
- Unpleasant job assignments
- Withholding of praise and goodwill