Skip to 0 minutes and 5 secondsWe will now go through some examples of these influence tactics and how they may sound in practice. First, rational persuasion. Here, you use logic and reason to persuade. You must provide evidence for why someone should follow you. So put forward your business case. For example, we shouldn't renew this contract, as it just isn't meeting the goals we set out to achieve. Second, apprising. This is about explaining the benefits for why someone should follow you. For example, this is a great opportunity and would open up a lot of doors for us. Then there's inspirational appeals, which involves arousing emotions in people-- connecting with their hearts, not just their minds. So use emotive language. Tell a rich story. Use metaphors.
Skip to 0 minutes and 52 secondsWe aren't doing this for the money. It isn't for the glory, it's because it's the right thing to do. Then there's consultation, seeking input from others. Ask for advice and assistance. It's a common way of bringing people in, and even getting them on the first step for participation. Getting someone's advice, thoughts, feedback is essentially consultation. And everyone loves to give free advice. Collaboration is providing resources and assistance to others based on implicit notions of reciprocity, and we'll get to this in the next activity. When you provide resources such as your time and assistance to others, it can help build up your social capital, and you can draw from it now or later. Ingratiation.
Skip to 1 minute and 38 secondsThis is where you use flattery and praise as a source of influence. This doesn't have the tendency to work all that well, especially if you don't mean it. But if you are inspired by someone, please do tell them. Then there's personal appeals. Personal appeals uses loyalty and friendship to influence others, such as, I'm asking as a personal favour if you could help me with this. Exchange or quid pro quo. If you help me with this, I'll help you in return. Or there's a promotion in this for you. Then there's coalition tactics.
Skip to 2 minutes and 15 secondsUsing coworkers' support is important, but how it separates from consultation and collaboration is where you gather your small army of people to help you tackle a problem or goal. You may use one of the previous tactics to build your coalition. Then there's legitimating tactics. Here, you claim a right to make a request. For example, rather than explaining the benefits to your boss for requiring flexible work options, or putting forward a business case, you have the option of simply pointing out that it is in your company's policy to ask for it. Pressure. You should use this last one sparingly, and it isn't something we really condone for effective leadership. It involves demanding, threatening, and checking up. However, sometimes it is necessary.
Skip to 3 minutes and 4 secondsIf someone isn't performing their job properly, and there is a looming deadline and serious consequences, unfortunately sometimes we have to force a solution.
Practical tips for influencing others
There are many different ways to influence others in the workplace. Knowing how to apply these tactics in ‘real life’ will not only increase your power, but also your influence.
So far this week, we’ve addressed a range of influence tactics you can use, but you might not know exactly how these would look or sound like in practice.
In this video, Andrea shares a range of practical ways that you can apply these tactics in the workplace.
Watch the video to discover practical advice for influencing others.
When you’re done, choose one or two influence tactics discussed in the previous step and use the comments to provide examples of how you could apply these in the workplace (this may include phrases, actions, behaviours or a combination of each).
You may also want to comment on what others have posted and reflect on how you could apply their approaches to your own situation.
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