How to Coach Yourself and Others Influencing, Inter Personal and Leadership Skills | Page 142

He invites you to suggest ways to improve a preliminary
plan or proposal that he wants want you to support or help
implement.
6. Rational Persuasion

Het explains clearly why a request or proposed change is
necessary to attain a task objective. He uses logical
arguments and factual evidence to show that a request or
proposal is feasible and relevant or important for the task
objectives.

The soft tactics are divided in two groups:
a/ tactics that promote a shared vision: rational persuasion, consultation and
inspirational appeals
b/ tactics that promote social exchange: ingratiation, personal appeals and exchange.
The most effective hard techniques are:
1. Pressure, - 2. Coalitions - 3. Legitimating
The most effective soft techniques are:
1. Rational persuasion, - 2. Inspirational appeals - 3. Consultation

Other techniques are:
Blatantly
Unethical

1. Machiavellianism
2. “gentle manipulation”
3. Undue pressure

Slightly
Unethical

4. Debasement
5. Ingratiation
6. Joking and kidding
7. Upward appeal

Possible Influence outcomes are:
1. Commitment
2. Compliance
3. Resistance

Ruthless manipulation
Faking behaviour, lying
“I might”
e.g. using rewards as bribes
in disguise, threatening (I might …)
Flattery
Getting someone from above
to do the influencing (also
known as bullying)