Handbook of Principles of Organizational Behavior - Soltanieh ...

USE POWER EFFECTIVELY TO INFLUENCE PEOPLE
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EXERCISES
Describe a successful influence attempt made by a boss or co - worker with you during
the past few months, and identify the specifi c influence tactics used by the person. Then
describe an unsuccessful attempt by the same person or someone else in the organization
to influence you, and identify the tactics used by the person. Analyze the reasons
for the success or failure of the two influence attempts. Consider the agent ’ s position
and personal power, the relevance of the tactics for the situation, and your initial atti­
tudes about the objective of the infl uence attempt.
Think about an influence attempt that you need to make or would like to make in
the near future. Plan an appropriate influence strategy, taking into account your
power bases, the agent – target relationship, the target ’s attitudes about the infl uence
objective, and your knowledge and influence skills. Select some specifi c infl uence tactics
that would be appropriate for this influence attempt and consider the best way
to sequence them (e.g. initial tactics and what you would do if the initial effort is
unsuccessful).