ABSTRACT

An influencing strategy is a plan to achieve a goal, and a great deal of research has been conducted into them (Ansari, 1990; Ansari and Kapoor, 1987; Case et al., 1988; Falbo, 1977; Franklin, 1975; Marwell and Schmitt, 1967; McDonald and Keys, 1993; Schilt and Locke, 1982; Vecchio and Sussman, 1991; Wayne and Ferris, 1990; Wright and Taylor, 1994; Ringer and Boss, 2000; Higgins et al., 2003). The problem for influencers is too much rather than too little advice. They need to know what strategies are available and when they are best used. This chapter uses the findings of a study conducted by Kipnis et al. (1984) into how managers influenced their own managers, co-workers and subordinates. They identified seven influencing strategies: reason, friendliness, coalition, bargaining, assertiveness, higher authority and sanctions. Each will be dealt with in depth, and will then provide the basis for further consideration of influencing approaches.