Persuasion

Persuasion as a Process

Persuasion as a Process

Research by Yukl and Tracey (1992) indicate that the influence techniques you used are among the most effective. They found that rational persuasion (i.e. using well-reasoned arguments), inspirational appeal (i.e. appealing to others’ values, ideals, and aspirations), and consultation (i.e. including the target in the proposed project to gain buy-in) are effective when trying to influence one’s peers, subordinates, and boss. Additionally, ingratiation (i.e. flattery), personal appeals (i.e. appealing to feelings of loyalty and friendships) and exchange tactics (i.e. exchanging favors) are effective in gaining commitment from one’s peers and subordinates.