Question.3132 - List the various influence strategies named in the chapter. INFLUENCE STRATEGIES BARGAINING-Offering to pay for some of the item, offering to do something to get the item, reasoning with arguments, or making negotiations. PERSUASION- Giving opinion, asking repetitively, begging, or whining. EMOTIONAL- Showing anger, pouting, sweet talking, or making parents feel guilty REQUEST- Directly asking, expressing a need or a want, demanding Discuss which strategies (of the ones you listed) you perceive to work the best, relying on your own experience or observations. Under what circumstances do these strategies work well? Why do they work well? Be thorough and provide additional research citing real-world examples.
Answer Below:
INFLUENCE STRATEGIES At its most fundamental definition, Influence means “changing someone’s behavior in a particular direction.” Different strategies, under different circumstances, are competently used by successful leaders to influence people. In fact, not only at workplaces, people tend to use these strategies in their personal lives as well. Though, there are many influence tactics employed by people, all of them can be categorized as follows: STRATEGY DIFFERENT TACTICS EFFECTIVENESS BARGAINING Offering to give rewards or to do something in return for the act, reasoning with arguments or making negotiations. HIGH PERSUASION Giving opinion, asking repetitively, begging, whining, demanding or intimidating. LOW EMOTIONAL Showing anger, pouting, sweet talking, asking for special favors or making feel guilty. MODERATE REQUEST Directly asking, expressing a need/want or taking aid of third parties. MODERATE As evident, the tactics under the Bargaining strategy are the most effective one. It is most often used upward or in an equal-power relationship, such as establishing the feasibility of the recommendations made to the Boss/Board/executives. Agreeing to help a colleague in exchange of his help and purchasing more from the supplier giving an aggressive discount are other examples of such tactics being used by people in real world. REFERENCES 1. Eva Rykrsmith (2011), Becoming a Better Influencer-Part I & Part II, Available at http://quickbase.intuit.com/blog/2011/11/15 2. Anita Hall & Leverne Barrett (2007), Influence: The Essence of Leadership Available at http://www.ianrpubs.unl.edu/pages/publicationD.jsp?publicationId=733 3. Raj Soin, Using and Resisting Influence, Available at http://www.wright.edu/~scott.williams/skills/influence.htmMore Articles From English
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