Case Study: Influencing Decisions

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Requests may cause the same sentiments, it just depends on how they are made. The degree of influence they impact upon a person, a panel, or listeners has much to do with influencing tactics. Conger and Riggio (2012) conducted explanatory studies looking much into influencing tactics that people employ. It should be said there are about eleven influencing tactics, but Jose, Kira, John, and Sandy employ four tactics to influence the decision of their manager to implement the project.

Jose uses ingratiating. Heller (2011) defines ingratiating tactics as a situation where a person seeks to get another one in happy mood or who thinks positively before making a request. Jose tries to make the manger think highly of him by giving some complements on his behavior. He is referred to as a great leader with good skills of decision-making.

Kira uses inspirational appeal tactics. This is where an individual seeks for impact by making an emotional appeal to ignite enthusiasm by taking other standards and epitomes (Conger & Riggio, 2012). Kira tries to bring out the values that their manger ascribes to. This is an attempt to make her proposal favorable.

John, on the other hand, employs rational persuasion as an influencing tactics. He points out the fact that his idea has the highest chance of return with the least risk. Conger and Riggio (2012) explain this as looking for influence by rational advice and accurate proof to convince others on the viability of a request.

Finally, Sandy uses coalition tactics to try to persuade the manger into her favor. She said she talked to the folks dealing with marketing and they supported her idea.  Conger and Riggio (2012) describe this kind of tactics as using the support of others trying to win or bring favor to oneself.

Best Influential Tactics

It is important to analyze a situation before employing an influencing tactics. Different kinds of tactics work best in different situations. The choice depends on the surrounding factors and what is regarded important in a particular situation. In this case, a budget is limited and John’s proposal is the best option as he points out factual arguments in support of his proposal. John employs rational persuasion which Cohen (2017) explains that the likelihood to support this reasons as an influencer proves logical reasoning of the success in the completion of a project.

John shows credibility which in this case is important. The feasibility and the importance of his project are brought out through his logical reasoning. He says this idea has the least risk. One of the most important things in the project is risk management. It does not only allow to have a chance of identifying the potential harms, but what is more, it helps bring out the strengths that the project has.

Least Effective Influence Tactics and Why?

The least persuading effect will be the one with Jose’s attempts. Making decisions is based on a conscious choice, deep sense, and awareness of a situation. Maxwell and Dornan (2013) say ingratiation is interesting as this tactics does not work on the bosses, but it may work well with co-workers, peers, and subordinates. The fact that a manger has received many compliments in his work, only seems possible. That is why he is a manager, after all. While a soothing remark or a good word would call in for some favor, logic reasoning goes a long way. Before implementing a project, it is important to listen to other members of the organization. Sandy, who supports her proposal with consultation from the marketing department, stands a better chance than Jose. Through this strategy Sndy shows she has had others involved and that makes it easier for the manger to make a decision.

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