Influence Tactics

Purpose: While it is important for us to be able to identify and examine the sources and contingencies of power, it is also important for us to be able to influence others. In some situations, we may need to use hard influence tactics that “force” individuals to comply with our request. In other situations, soft influence tactics may help build long term commitment towards organizational goals and objectives. The purpose of this activity is to identify what influence tactics may be the most effective to generate the outcomes that we are hoping to achieve.

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Time frame: Approximately 30 minutes to identify and discuss the most appropriate influence tactic for each of the following scenarios.

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Instructions:

1. In groups of 4 -5 people discuss each of the following scenarios and identify what influence tactic would be the most appropriate and discuss why.

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Scenario 1: Your group is planning an event for your project management class however; you have been struggling to obtain donations to help make your event successful. What influence tactic would be most effective when contacting:

A) Fellow classmates?

B) Companies to obtain donations?

C) Instructors?

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Scenario 2: You oversee professional development for your organization. You have created and hosted several workshops that are designed to address key objectives for the organization however, these workshops have been poorly attended. You know that these workshops would help improve organizational performance, however your boss has indicated that participation needs to increase by 50% in order for them to continue. What influence tactic(s) could be used to increase attendance? Why do you believe this would be the best option in this scenario?

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Scenario 3: You work for an autobody shop and have just run a diagnostic on a customer’s vehicle. You have contacted to customer to describe the problem you have identified and the work that you are recommending the customer have completed. There is one high-cost item that you have identified as a safety related issue for the customer however, they are leaning towards completing the lower cost items. What influence tactic(s) might be most effective in this scenario?

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Scenario 4: You work as a legal assistant in a prominent law firm. You have a client that has been taking a long time to read and sign the appropriate paperwork to close their file. This is delaying the billing for that client and the lawyer is becoming more frustrated with the client. What influence tactic(s) could be used to get the client to sign the paperwork?

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Scenario 5: You have been working for a popular restaurant for a year. You have identified several inefficiencies that have negatively impacted the customer experience. Your boss has been resistant to meaningfully address some of the recommendations. What influence tactics could be used to get your recommendations implemented within the organization?