NINE DISTINCT POWER TACTICS

1. Legitimacy:

Relying on one’s authority or position in stressing that a request is in accordance with organizational policies or rules

2. Rational Persuasion:

Presenting logical arguments and factual evidence to demonstrate that a request is reasonable.

3. Inspirational Appeals:

Developing emotional commitment by appealing to a target’s values, needs, hopes and aspirations.

4. Consultation:

Increasing the target’s motivation and support by involving him or her in deciding how the plan or change can be done.

5. Exchange:

Rewarding the target with benefits or favors in exchange for following a request.

6. Personal Appeals:

Asking for compliance based on friendship or loyalty.

7. Ingratiation:

Using flattery, praise or friendly behavior prior to making a request.

8. Pressure:

Using warnings, repeated demands and threats.

9. Coalitions:

Enlisting the aid of other people to persuade the target or using the support of the others as a reason for the target to agree.

NOTE: Rational persuasion, Inspirational appeals and Consultation tend to be the most effective of the nine tactics!

ADAPTED BY: Timo Steve

COPYRIGHT 2007 Shaques Publishing Inc.