Yukl and Tracey's Influencers

Choosing the Most Appropriate Approach to Influence

Yukl and Tracey's Influencers - Choosing How to Influence Others

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How do you get someone "on your side"?

"Think twice before you speak, because your words and influence will plant the seed of either success or failure in the mind of another."– Napoleon Hill, American writer and businessman.

There are many ways that you can influence people. For instance, you can appeal to their deepest-held values and beliefs. You can influence them with logic and reason, and use facts to build your case. You could even just do favors for them.

In this article, we'll look at 11 positive and negative ways of influencing others. When you understand these, you can use the positive approaches, and you can avoid the negative ones. You'll also know when someone's using the negative approaches on you.

About the 11 Influencers

Leadership scholars Gary Yukl and J. Bruce Tracey studied influence in the workplace for more than a decade. They identified 11 different techniques, or "influencers," that people commonly use at work. Yukl highlighted these in his respected 1981 book, "Leadership in Organizations."

These 11 influencers are as follows, classified into positive and negative tactics:

Positive Tactics

  1. Rational persuasion.
  2. Apprising.
  3. Inspirational appeal.
  4. Consultation.
  5. Exchange.
  6. Collaboration.

Negative Tactics

  1. Legitimation.
  2. Coalition.
  3. Pressure.
  4. Ingratiation.
  5. Personal appeals.

From Yukl, Gary A. "Leadership in Organizations," 8th edition, © 2013. Reprinted by permission of Pearson Education Inc.

Let's look at each tactic, and consider how you can apply the positive ones....

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