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Unformatted text preview: ative sources of supply
What Creates Dependency?
• rational persuasion - using facts and data to make a logical and rational presentation of ideas
• inspirational appeals - appealing to values, ideals, and goals when making a request
• consultation - getting others involved to support one’s objectives
• ingratiation - using flattery, creating goodwill, and being friendly prior to making a request
• personal appeals - appealing to loyalty and friendship when asking for something
• exchange - offering favors or benefits in exchange for support
• coalitions - getting the support of other people to provide backing when making a request
• pressure - using demands, threats, and reminders to get someone to do something
• legitimacy - claiming the authority or right to make a request, or showing that it supports organizational
goals or policies
• most effective - rational persuasion, inspirational appeal, and consultation
• frequently backfire - pressure
• using more than one type of tactic at the same time
• organizational level (rational persuasion)
• downward-influencing (inspirational appeals)
• downward influence (pressure)
• political skill - the ability to influence others in such a way as to enhance one’s objectives
• political skilled are more effective in their use of influence tactics
Empowerment: Giving Power to Employees Definition of Empowerment
• refers to the freedom and...
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This document was uploaded on 02/26/2014 for the course COMM 292 at University of British Columbia.
- Winter '12