MGMT 160 Lecture Notes - Lecture 14: Best Alternative To A Negotiated Agreement, Switching Barriers, Ingratiation

• School: Santa Clara University
• Department: Management
• Course: MGMT 160
• Professor: Sackett

Document Summary

Social in uence tactics (how do you do it) Rational persuasion - includes using facts, data, and logical arguments to try to convince others that your point of view is the best. Inspirational appeals - seek to tap into our values, emotions, and beliefs to gain support for a request or course of action. Consultation - refers to the in uence agent"s asking others for help in directly in uencing or planning to in uence another person or group. Ingratiation - refers to different forms of making others feel good about themselves. Personal appeal - refers to helping another person because you like them and they asked for your help. Exchange - refers to give-and-take in which someone does something for you, and you do something for them in return. Coalition tactics - refers to a group of individuals working together toward a common goal to in uence others.