Exchange exchange tactic is used when the requestor

This preview shows page 15 - 17 out of 28 pages.

Exchange: exchange tactic is used when the requestor offers a reward or resource to the target in return for performing a request. This type of request requires that the requestor have something of value to offer. -Example: Gregory is a regional manager in an insurance company and heads a team of 30 agents. In order to meet the company's target, every agent needs to increase his or her target for the month by 15 percent. Gregory promises his agents a bonus if the company's target is met. Apprising: occurs when the requestor clearly explains why performing a request will benefit the target personally. It differs from rational persuasion in that it focuses solely on the benefit to the target as opposed to simple logic or benefits to the group or organization. Pressure: is the use of coercive power through threats and demands. Such coercion is a poor way to influence others and may only bring benefits over the short term. Coalition: occur when an influencer enlists other people to help influence the target. These people could be peers, subordinates, or one of the target's superiors. Coalitions are generally used in combination with one of the other tactics effort in accomplishing what they are asked to do. -Example: In order to bring Steven, the marketing manager, on board with the idea of introducing a line of new products at Gold Coffee, Bree, the operations manager, enlisted the help of Natalie and Noah, the top two salespeople at the company. Internalization: occurs when the target of influence agrees with and becomes committed to the influence request. For a leader, this is the best outcome, because it results in employees putting forth the greatest level of effort in accomplishing what they are asked to do. Internalization reflects a shift in both the behaviors and the attitudes of employees. Compliance: occurs when targets of influence are willing to do to what the leader asks, but they do it with a degree of ambivalence. Compliance reflects a shift in the behaviors of employees but not their attitudes. Resistance: occurs when the target refuses to perform the influence request and puts forth an effort to avoid having to do it. Employee resistance could come in the form of making excuses, trying to influence the requestor in return, or simply refusing to carry out the request. Resistance is most likely when the influencer's power is low relative to the target or when the request itself is inappropriate or unreasonable.
Organizational Politics: can be seen as actions by individuals that are directed toward the goal of furthering their own self-interests. A leader needs to be able to push his or her ideas and influence others through the use of organizational politics. Political Skill: is the ability to effectively understand others at work and use that knowledge to influence others in ways that enhance personal and/or organizational objectives. Two aspects of political skill are networking ability and social astuteness

  • Left Quote Icon

    Student Picture

  • Left Quote Icon

    Student Picture

  • Left Quote Icon

    Student Picture