This document discusses best practices for leaders to use proactive influence tactics. It identifies several proactive tactics leaders can use, such as rational persuasion using facts and logic, inspirational appeals linking requests to targets' values, and consultation to suggest improvements. The most effective tactics are rational persuasion, inspirational appeals, consultation, and collaboration, as they can elicit commitment. Guidelines are provided for employing core tactics like explaining the importance of requests using rational persuasion and appealing to targets' ideals with inspirational appeals. Combining and sequencing tactics appropriately is also discussed.

1. Best Practices in the Use of Proactive
Influence Tactics by Leaders
Supervisor:
Dr. Kusdi Rahardjo, DEA
Prepared by:
Abdullah Al Ansi

2. Introduction
leader must influence people to:
 carry out requests,
 support proposals,
 implement decisions,
 exert influence on superiors, peers, subordinates.
 Influence in one direction tends to enhance influence in
other directions.

3. influence tactic.
 (the “agent”) - (the “target”)
 Proactive tactics: (carry out new task, provide
resources, assistance on project)
 rational persuasion: (using facts and logic).
 inspirational appeals:
(linking a request to target values and ideals).
 resist unwanted influence.

4. INFLUENCE OUTCOMES
 Effectiveness of a proactive tactic: immediate outcome.
 commitment, compliance, and resistance.
 view of the leader:
(ethical, supportive, competent, trustworthy)
 For example:
( making an innovative change highly successful
leader’s reputation people additional changes).

5. DESCRIPTION OF THE PROACTIVE TACTICS
 Rational Persuasion: (logical arguments, factual evidence)
 Inspirational Appeals: (the target’s values and ideals)
 Consultation: (suggest improvements)
 Exchange: (offers something the target person wants)
 Collaboration: (assistance or necessary resources)
 Apprising: (benefit the target personally, advance career )
 Ingratiation: (praise, flattery)
 Personal Appeals: (out of friendship, personal favor)
 Legitimating Tactics: (legitimacy, authority)
 Pressure: (demands, threats, or persistent reminders)
 Coalition Tactics: (aid of others, support of others).

6. EFFECTIVENESS OF INDIVIDUAL TACTICS
 Exchange - apprising : (leader control rewards, compliance )
 Rational persuasion, consultation, and collaboration
(mutual trust, democratic country, shared objectives )
 A personal appeal: (friendship)
 rational persuasion, inspirational appeals, consultation, and
collaboration: (elicit commitment).
 “core tactics”: (subordinates, peers, and bosses)
 Pressure and legitimating: (unlikely to commitment)
 A coalition: (influencing a peer or superior)

7. GUIDELINES FOR USING THE CORE TACTICS
 Rational Persuasion:
 Explain the reason that a request or proposal is important.
 Provide evidence that a request or proposal is feasible.
 Explain why a proposal is better than competing ones.
 Inspirational Appeals:
 Appeal to the ideals, values, and self-image of the target
persons. (patriotism, loyalty, liberty, freedom, justice, fairness,
equality, tolerance, excellence, humanitarianism and progress)
 Link the request to a clear and appealing vision.
 Use a dramatic, expressive style of speaking.
 Use positive, optimistic language.

8. GUIDELINES FOR USING THE CORE TACTICS
 Consultation:
 State your objective and ask what the person or team can do.
 Ask for suggestions on how to improve a tentative proposal.
 Involve the person or team in planning action steps.
 Respond in a positive way to target person concerns.
 Collaboration:
 Offer to provide necessary assistance or resources.
 Offer to help solve problems caused by a request.
 Offer to help implement a proposed change.

9. OTHER DETERMINANTS OF INFLUENCE SUCCESS
 Combining Tactics:
for example (rational persuasion- why change important,
consultation- acceptable way to implement the change)
 Sequencing of Influence Tactics: (select tactics )
 Trust and Credibility:
(interpersonal relationship between the agent and target).
 The proactive tactics should be used in ethical ways to accomplish
shared objectives, not to exploit others for the leader’s personal
gain.

10. RESISTING UNWANTED INFLUENCE ATTEMPTS
 leaders must also be able to:
 respond in appropriate ways to an unwanted influence attempt
initiated by someone else.
 deal effectively with a request that is irrelevant, impractical, or
unethical.
 Legitimating can be an effective resistance tactic when the
agent’s request is inconsistent with company rules or a formal
contract.
 Most of the tactics used for proactive influence attempts can also
be used for resistance.

11. EXECUTIVE SUMMARY
 Understanding the attitudes, values, and emotions of the persons you
need to influence.
 Selecting influence tactics that are appropriate for relationship with the
target person and nature of the requested task .
 Acquire the information and expertise to support the use of tactics.
 Maintain a good relationship with people for cooperation or assistance.
 Combine tactics that are compatible and complementary.
 Sequence tactics in a way that will maximize the positive effects.
 Always maintain credibility and personal integrity.

12. Thank you