discusses the various types of \"influence tactics\" used by leaders in an organ
ID: 369761 • Letter: D
Question
discusses the various types of "influence tactics" used by leaders in an organization to achieve goals and objectives (facilitate processes, relationships, business, etc.). Describe some of the pros and cons associated to the "hard" and "soft" tactics discussed in your book and specifically reflect on how you have engaged in such behaviors or how others have engaged in such behaviors to accomplish tasks, form bonds, etc. Are such tactics warranted? and when? How can using such tactics improve the effectiveness and efficiency of your organization? Does it? or NOT? (make sure to specify whether you are referring to "hard" or "soft" tactics).
Explanation / Answer
Leaders repeatedly face the challenge of influencing their subordinatesto accomplish organisational goals. Many behavioral influence tactics have been identified by researchers, using which leaders can change the working attitudes,beliefs and values of behaviors. Leaders assess the situation and decide which tactic/tactics would be most effective at changing their team’s behavior. Selecting the best influence tactic is an important step in achieving the desired outcome.
There are 11 influence tactics some of which are known as positive or soft tactics and some are known as negative or hard tactics. Following are the details:
Soft or Positive Tactics:-
1) Rational Persuasion:- This tactics seeks influence through logical arguments and factual evidence to persuade others that a proposal or request is viable and likely to result in task objectives.
2) Apprising:-With apprising, you explain how your request, idea, or proposal will benefit the other person. However, the person doesn't benefit directly – the benefits come as a result of that person's involvement or support.
3) Inspirational Appeal:-Seeks influence through making an emotional request or proposal that arouses enthusiasm by appealing to other’s values and ideals, or by increasing their confidence that they can succeed.
4) Consultation:-Seeks influence through involving others’ participation in making a decision or planning how to implement a proposed policy, strategy or change.
5) Exchange:-Seeks influence through making explicit or implicit a promise that others will receive rewards or tangible benefits if they comply with a request or reminds others of a favor that should be reciprocated.
6) Collaboration:-With collaboration, you make it easier for the other person to get involved, or to approve your request. Collaboration might seem similar to the exchange tactic because, with both, you offer to do something for others. The key difference is that with exchange, you offer something to others, while with collaboration, you make it easier for others.
Hard or Negative Tactics:-
1) Legitimation:- Seeks influence through persuading others that the request is something they should comply with given their situation or position.
2) Coalition:- Seeks influence through the aid of others to persuade them to do something or uses the support of others as an argument for them to agree.
3) Pressure:- Seeks influence through demands, threats or intimidation to convince others to comply with a request or to support a proposal.
4) Ingratiation:- Seeks influence through getting others in a good mood or to think favorably of them before asking them to do something.
5) Personal appeals:- Seeks influence through others’ compliance to their request by asking a “special favor for them,” or relying on interpersonal relationships to influence their behavior.
Soft Tactics are described as they do not hurt relationaship when you use them on the other hand, negative tactics are defined as those that strain relationships, hurt others, and/or damage reputations. The difference between these tactics is the amount of freedom the leaders allows his/her followers to accept his/her influence.Hard tactics gives less freedom in comparison to soft tactics.
Distinctions between the two tactics is a matter of opinion and varies based on the situation, but in general, the most effective influence tactics is the soft tactics.As such, the remainders are considered to have a moderate or low level of effectiveness.
Few disadvantages of these tactics are:
1)Same tactics might not work for the same situation everytime therefore more brainstorming is needed.
2)It is difficult to use these tactics for while working with a team as in a team all will have different attitudes and behavior.
3)Sometimes the soft tactics also might not work if the subordinates behavoir is very stubborn and very much resistant towards change.
4) It is very much time consuming to decide which tactic to use in which situation or with whom
5) The use of these tactics are upredictable
Hereby I would like to mention one incident where in I succeeded using collaboration tactics. I want one of my colleague to attend a meeting with my other officers,but she's reluctant to participate because she's busy and she has a long way to travel. So, I arrange for her committee to visit her at her office instead. That way, she only has to take a small amount of time out of her schedule to join the meeting.
These tactics are not warranted as they are completely used basing on the situation and ones behaviour and attitude.These are unpredictable tactics.
Using these tactics makes the leader efficient as it reduces the communication gap.
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