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HBP chapter 5

Power and Proactive influence tactics

TermDefinition
Apprising tactic Explaining how carrying out a request or supporting a proposal will benefit the target personnally or help advance his/her career
Coalition tactic Seeking the aid of others to persuade the the target to do something, or using the support of others as a reason for the target to agree
Coercive power A power base that is dependent on fear of the negative results from failing to comply
Collaboration tactic Offering to provide relevant resources and assistance to the target
Commitment When an employee makes great effort to carry out a request or implement a decision
Compliance When an employee is willing to carry out a request but with minimal effort or commitment
Consultation tactic Encouraging the target to suggest improvements in a proposal or to help plan an activity or change
Exchange tactic Offering an incentive, suggesting an exchange of favors or indicating willingness to reciprocate at a later time
Expert power Influence based on special skills or knowledge
Ingratiation tactic Using praise and flattery before or during an influence attempt, or expressing confidence in the target's ability to carry out a request
Inspirational appeal Developing emotional commitment by appealing to a target's values, needs, hopes, and aspirations
Legitimate power The power a person receives as a result of his or her position in the formal hierarchy of an organization
Legitimating tactic Establishing the legitimacy of a request by referring to rules, policies, contracts or previous agreement
Personal appeal tactic Asking to carry out a request or support a proposal out of friendship, or asking for a favor before saying what it is
Personal power Power that is related to one's individual characteristics (traits or competences)
Position power Power that is related to one's position in a company
Power A capacity to influence the behavior of another person
Pressure tactic Using demands, threats, frequent checking, or persistent reminders to influence the target to carry out a request
Proactive influence tactics Ways in which requests are formulated in order to reach commitment, compliance or resistance
Rational persuasion Presentation of logical arguments and factual evidence to support one's request
Referent power Influence based on identification with a person who has desirable resources or personal traits
Resistance When an employee is opposed to the request
Reward power Compliance achieved based on the ability to distribute rewards that others view as valuable
Created by: abbenard
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