Influencing
Purpose
Expand influence without relying on positional authority
How to Use
From Influencing Scenario Cards PDF. 1. Introduce the influencing tactics (Rational Persuasion, Ingratiation, Inspirational Appeals, Personal Appeals, Consultation, Exchange, Coalition Building, Pressure, Legitimating). 2. Participants read a scenario card and identify which tactics are called for. 3. Practice delivering the influence attempt in pairs using the specified tactics. 4. Switch roles and debrief: which tactics worked and why? 5. Build a personal influence strategy for a current real-world challenge.
Created by Cohen & Bradford (Influence Without Authority) / Robert Cialdini
When to Use
This tool is suited to the following coaching and facilitation contexts:
| Context | Relevant |
|---|---|
| Individual Coaching | |
| Team Coaching | |
| Leadership Development | |
| Facilitation / Workshop | |
| Online / Virtual |