How to Coach Yourself and Others How to Influence, Persuade and Motivate | Page 353

[6]Maxwell and Dornan, Becoming a Person of Influence, p. 43.
[7]Science Newsletter, April 16, 1949.
[8]K. Erickson, The Power of Praise (St. Louis: Concordia Publishing House,
1984), pp. 79–80.

Ingratiation: Make Others Feel Important
Ingratiation is gaining favor by deliberate effort. Ingratiation techniques
can include compliments, flattery, and agreeableness. Ingratiation can also
involve a special recognition of someone such as, "We don't usually do
this, but in your case I'm going to make an exception," or "I am personally
going to take care of this matter and see that you get what you want."
Many people consider ingratiation sucking up or brown-nosing, but it is
an effective technique for making others more persuadable. The reason
this strategy works is because The Rule of Esteem increases likability and
promotes an increase in ego.
Research has demonstrated these conclusions about using ingratiation. In
one study, "ingratiators" were perceived as more competent, motivated,
and qualified for leadership positions by their supervisors.[9] In another
study, subordinates who used ingratiation developed an increased job
satisfaction for themselves, their coworkers, and their supervisor.[10] In
yet another study, ingratiators enjoyed a 5 percent edge over
noningratiators in earning more favorable job evaluations.[11] Ingratiation
works even when it is perceived as a deliberate effort to win someone
over. Our esteem is so starved that we accept any flattery or praise we can
get.
[9]J. B