5. 1. Rational Persuasion
Presenting the facts and logical
arguments.
Emphasizing the positive benefits of a
course of action.
Most accepted methods of influencing.
6. 2. Inspirational Appeals
Leader set up their vision for future success
and by doing so, not only gains support, but
also sparks enthusiasm for major changes.
Modeling behavior and setting an example for
others to follow.
7. 3. Consultation
Examining the problem and working with
the influence toward a solution.
It works when someone provides input,
they become more committed to the
initiative. They feel involved and are more
motivated to take action.
8. 4. Ingratiation
• Get you in a good mood before asking you for
something.
5. Personal Appeals
• Appeals to your feelings of loyalty and
friendship.
9. 6. Exchange
Exchanging by giving something of value
to influence in return for something you
want.
7. Coalitions
Get someone else to persuade you to comply
Use someone else’s support as reason for you
to comply
10. 8. Legitimating
• Claims to have the authority to
get you to do something.
• Verifying its in the policy
manual, rules or practices and
traditions.
9. Pressure
• Use demands threats or
persistent reminders.
15. RECIPROCITY
Builds TRUST in relationship
TIP to increase chances of getting HELP from others…
Use the word FAVOR
– its persuade people to help you
Rote response to a favor request
“Yeah sure, what it is?”
Always start with the phrase
“Will you please do me a favor?”
16. COALITIONS
*Each party HELP EACH OTHERS to
achieves objectives
*Developed for ACHIEVING SPECIFIC
OBJECTIVE
*Getting a person whose support you
need to JOIN your coalition rather than
compete
