What power tactics do people use to translate power bases into specific action? What options do they have for influencing their bosses, coworkers, or employees? Research has identified nine distinct influence tactics. Legitimacy. Relying on your authority position or saying that a request is in accordance with organizational policies or rules. Rational persuasion. Presenting logical arguments and factual evidence to demonstrate that a request is reasonable.

Inspirational appeals. Developing emotional commitment by appealing to a target’s values, needs, hopes, and aspirations. Consultation. Increasing support by involving the target in deciding how to accomplish your plan. Exchange. Rewarding the target with benefits or favors in exchange for acceding to a request. Personal appeals. Asking for compliance based on friendship or loyalty. Ingratiation. Using flattery, praise, or friendly behavior prior to making a request.

Pressure. Using warnings, repeated demands, and threats. Coalitions. Enlisting the aid or support of others to persuade the target to agree. Some tactics are more effective than others. Rational persuasion, inspirational appeals, and consultation tend to be the most effective, especially when the audience is highly interested in the outcomes of a decision process. The pressure tactic tends to backfire and is typically the least effective of the nine. In general, you’re more likely to be effective if you begin with “softer” tactics that rely on personal power. If these fail, you can move to “harder” tactics, which emphasize formal power and incur greater costs and risks.