Tactics of influence 9 the main techniques

Anyway, we are all, in a business environment communicate with each other, and communicate not just so, and with specific goals. And if we achieve, then it not only affects our mood and self-esteem, but also on the social and living standards in General. However, what we can use in respect of partners, to achieve a certain effect on their behavior and what they can use against us? And how effective certain techniques?

Reasonable belief — we can use logical arguments and real facts to convince his opponent that our proposal or requirement for it important and beneficial, and surely will affect the achievement of the purposes, the receipt of certain benefits or the prospects of receiving them.

In this case, we develop our argument in such a way as to affect the logic and the thinking of our partner in communication, in the right direction.

Here are the most effective methods of "Cause – effect", "Compare", "Escalator arguments", "For and Against", etc.

Emotional impact (the Verve) — the nomination of arousing the enthusiasm of the proposals or demands, which inspires with its appeal to what the opponent values or what he believes in, thereby increasing the confidence of our partner in communication in their own abilities, the power to achieve or to carry out the necessary work.

In this case, using emotive words and terms evoke in people an emotional response, including metaphors, similes, slogans and calls to action. Especially advanced communicators include the Arsenal and the impact on psychonomics and values of the person.

Counselling — a request or offer to participate in the planning of strategies, activities, project goals and objectives, key issues, where the desired or expected support and assistance of our collaboration partners, or joint adjustment proposal, to meet the interests of both parties. Thus, our partner communication is used as a platform for the generation, development, presentation and development of new ideas. Both sides stand to gain, unless of course in the end one party will not assign all the achievements yourself.

Flattery (flattery) — common technique in which, a person tries to give another a good mood or to use when the beneficial to it is set before to ask him to do something. Acceptance of the category of "below the belt", and is often used by manipulators. The simplest protection against this effect: in response to blatant flattery, reply "Thanks, I know"(the intonation must be selected in accordance with the situation)

Exchange — the person offers an exchange of courtesies, something desirable and acceptable, shows a desire to reciprocate, to reward, to share the profit if the other will help to complete the task. Looks like some bribery, but nevertheless quite an effective technique. Can be used as a proactive action – you offer something that you can be a valuable, and in return, expect a response.

If it is equal, then it is an exchange. If what you got has a low value, and you expect a much more valuable action – it is the machinations of the manipulator.

Influence through personal relationships — the person appeals to the sense of loyalty and friendship another before to ask him to do something as a special favor, — "Not in service, and friendship." Quite often used not with the positive intentions. And has largely manipulative in nature.

Coalition — a man seeks the help of others in order to convince the partner to do something or uses support of others to persuade him to agree with them. Old technique that uses psychological advantage. Under the pressure of the most easy to hold unfavorable for the opponent decisions.

Legitimization — a man trying to justify the legality of the request, stating their power or right to make this demand, insisting that it complies with the rules, policies, mores or traditions of the community, group of people, organization, family, etc. Something similar to the need to perform "marital debt"..., — "a penny – get in the basket"...

Pressure — in this case, using orders, demands, threats, blackmail, or persistent reminders to make your opponent do what he wants, the initiator. In this case, apply the pressure on psychonomics opponent, but it is clearly expressed, without excessive masquerade.

In many studies it was found that reasonable belief is mainly used against those who hold power in one way or another, the chiefs, the leaders, those who are higher in position and social status.

The emotional impact and the pressure — on the contrary, is more often used in relation to those who are below on the situation – subordinates, students, etc.

The exchange is used mainly in relation to equal status, as well as the appeal to personal relationships and legitimization.

To flattery people often resorted to in the case of those who are below or equal status than in communicating with people in positions of authority, because flattery is ineffective at influencing such people (in this context, this interaction is considered a status people as manipulative and causing the soreness and irritation). Nevertheless, there are "strange" people trying by flattery to gain favor in people having higher social status. And of course often get the opposite reaction.

Tactics the coalition will have an average efficiency for interaction with people of any social status.

And the pressure — effective in the long term.

In General, a reasonable belief, advice and emotional impact can be considered as socially acceptable influence tactics, as they have moderate and increased efficiency in business communication.


Smile makes us happy and 9 psychological discoveries which failed to proveOf excessive expectations: we deserve exactly what we get, However, the result of any specific influence attempts in business communication is determined by many factors, in addition to tactics of influence, and any tactics can lead to active resistance from the opponent, if it does not meet this situation or is used poorly.

From what we can make a conclusion – all need practice and training. And in situations of business interaction, at stake may be the execution of important tasks or multi — million dollar contract, brought to automatism, professional business communication skills, be most welcome.



P. S. And remember, only by changing their consumption — together we change the world! © econe

Source: www.inlifegm.com/9taktic/


See also

New and interesting