Used with tact, diplomacy, and good intent, these strategies can help you get others to join you in accomplishing a worthwhile objective. Because these influence tactics vary in complexity, they also vary with respect to how much time is required to develop them. A simple but effective way of influencing group members is by leading by example or acting as a positive role model. The ideal approach is to be a “do as I say and do” manager—that is, one whose actions and words are consistent. Actions and words confirm, support, and often clarify each other.

Being respected facilitates leading by example because group members are more likely to follow the example of leaders they respect. A major way in which a leader obtains respect is by being trusted. Leading by example is often interpreted to mean that the leader works long and hard, and expects others to do the same, with this type of behavior being prevalent among entrepreneurs who hire a staff. Rational persuasion is an important tactic for influencing people. It involves using logical arguments and factual evidence to convince another person that a proposal or request is workable and likely to achieve the goal.

Assertiveness combined with careful research is necessary to make rational persuasion an effective tactic. Leaders who emphasize the rational decision-making model favor rational persuasion. Storytelling has become accepted also an effective method for most leaders when attempting to influence workers. A strongly effective way of influencing another person is to explain what’s in it for him or her if that individual honors your request.

A personal appeal in the context of influence theory is the same as it is in everyday life. The agent asks the target to implement a request or support a proposal out of friendship. Offering to exchange favors if another person will help you achieve a work goal is another standard influence tactic. By making an exchange, you are typically willing to reciprocate at a later date.