CH15

Out of chapter 15, the most interesting topic, in my opinion, was the section on influence tactics. I think this section was interesting for most people, I mean who doesn't want to get their way and influence people? This section focused on the best approach to get people to carry out your wishes. Research done by David Kipnis in the 1980s, provides us with a list of nine influence tactics:
-Rational persuasion
-Inspirational Appeal
-Ingratiation
-Personal Appeals
-Exchange
-Coalition
-Pressure
-Legitimating tactics

As one can see, they are ranked in diminishing order of use in the workplace. The first five are considered "soft tactics" because they are friendlier than the last four which are considered "hard tactics".
I have found that in real world situations, if someone really wants something they rarely start out with a “hard tactic”. They always start with kind reasoning and logic, and then if they don’t get their way, they will move down the list to harder tactics.
When you are the persuader and use your favorite tactic to try and get your way there is normally 3 influence outcomes
-Commitment
-Compliance
-Resistance
In the workplace, the only acceptable one is commitment, compliance and resistance will not sit well with your boss.
I found an article on careerbuilder.com which is titled “How to get your way at work”. This had a more condensed and simpler list of three which was comparable to Kipnis’ nine.
-Be realistic
-have a plan
-ask for feedback
Honesty plays a big key in getting your way, if you’re a slimball and nobody trusts you, rarely will they do what you want.

http://www.careerbuilder.com/Article/CB-1013-Getting-Ahead-How-to-Get-Your-Way-at-Work/?ArticleID=1013&cbRecursionCnt=1&cbsid=475864f7070d4b53b1b19e55e5678966-324912372-VE-4&ns_siteid=ns_us_g_how_to_get_your_way