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Using Influence Tactics by Cathy Bolger
Most of the managers we coach and train can no longer rely on the traditional "command and control" management methods to get things done. Today, effective managers must master the skills of influence to get things done through others. The good news is that the effective use of influence skills is more likely to result in commitment.
In order to gain a common understanding of vocabulary, let's start with a few definitions:
CommitmentThe recipient (person being influenced) internally agrees with a decision or request from the agent (person influencing). The recipient will usually make a great effort to fulfill the agent's request.Gary Yukl, PhD, researcher into leadership and influence, and professor in the School of Business at the University of Albany, divides influence tactics into two categories, primary and secondary.
Primary influence tactics are more likely to result in commitment. Secondary influence tactics, when used alone, are more like to result in compliance or resistance.
The primary influence tactics are described below. They include inspirational appeal, rational persuasion, and consultation. Secondary influence tactics include ingratiation, personal appeals exchange, coalition tactics, legitimating tactics, and pressure.
Inspirational Appeal involves making a request or proposal that arouses the recipient's enthusiasm by appealing to their values, ideals and aspirations. To use inspirational appeal:
By using Dr. Yukl's primary influence tactics as a framework, trainers and coaches can more effectively help managers master the skills involved in influence and persuasion.
Yukl, Gary. Leadership in Organizations, 2006. Prentice-Hall, Upper Saddle River, New York.
Cathy Bolger is a San Diego-based consultant specializing in Conflict, Presentation and Meeting Skills. She can be reached at email@example.com or at 619-294-3522.
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