BUSI 2101 Lecture Notes - Lecture 9: Ingratiation, Organizational Culture
22 Apr 2016
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Document Summary
Power: capacity to influence the behaviour of others. Influence: the process by which people persuade others to follow their advice, suggestions or orders. Resistance occurs when a person"s influence attempt is rejected. Organizational culture plays a big role in which tactics are appropriate, careful observation is required. Inspiration appeals: request or proposal that arouses enthusiasm by appealing to their values: rational persuasion: logical arguments and factual evidence to persuade others. 2: personal appeals: appeal to target"s loyalty and friendship when asking for something, coalition tactics: seek aid of others to persuade targets. 5: consultation: seek target"s participation in planning, strategy or change. Legitimating tactics: request something by claiming authority or right to make it. Ingratiation : use of praise, flattery, friendly/helpful behaviour to become liked. 7: exchange: exchange of favours, indicates willingness to reciprocate, pressure: demands, threats, frequent checking and reminders to influence target. Assertive persuasion: pushing others with our intellect using facts, logic, and rational argument.
