Question Description
UNH – Paul College of Business and Economics – Dr. Carole K. Barnett
MGT714 “Organizational Leadership and Structure” – Weekly Write-up
Your Name:
Choose your section (delete the other one):
MGT714.01 (Tues/Thurs.) or MGT714.02 (Wed)
Submit your write-up paper 24 hours before the start of next week’s MGT714 class.
Email your finished document to Professor Barnett using your “wildcats.unh.edu” account – DO NOT
ever send your paper to your Professor using any other communication app or program.
Your document must contain one of the following file names, or else it cannot be graded:
MGT714.01_Write-up Chapter x_YourLastname_YourFirstName
or
MGT714.02_Write-up Chapter x_YourLastname_YourFirstName
HERE IS THE TOPIC FOR YOUR Week 7/Chapter 9 WRITE-UP:
“Influence Tactics — a Significant Form of Personal Power”
“A significant form of personal power is skill in the application of influence tactics. After reviewing
research on persuasion, Cialdini (2008, 2016) developed a list of six techniques that skilled practitioners
use to influence others, often without the targets realizing how they have been hooked:
1. Reciprocation: If I do something for you (send you a card, give you a small gift, or make some effort on
your behalf), you’re likely to feel you should do something for me as well.
2. Commitment and consistency: If I can get you to take a small step in my direction (maybe getting you to
agree that you see at least some positive features in the product or idea I’m selling), I can leverage your
desire to be consistent and to live up to your commitments.
3. Social proof: If I offer evidence that everyone (at least everyone you like) is doing it, you’re more likely
to do it as well. (Bars and cafes often salt the tip jar with cash to cue you that tipping is what people do.
Sport and film stars might have no more product knowledge than you do, but you may still want the shoes
they wear or the cosmetic they use.)
4. Liking: The more you like me (perhaps because I tell you how much I like you, or how well you’ll do on
this task, or how much we have in common), the better the chance you’ll do what I ask.
5. Authority: If the boss, or someone with a badge or a fancy title, asks you to do it, you probably will.
6. Scarcity: We put a higher value on something that is scarce or about to become unavailable. (If I can
convince you that the price is going up, there are only a few items left, what you want is very rare, or this
is your last chance, you’re more likely to buy.)
Partisans’ multiple sources of power are always a constraint on authorities’ capacity to make binding
decisions. Officeholders who rely solely on position power generate resistance and get outflanked,
UNH – Paul College of Business and Economics – Dr. Carole K. Barnett
outmaneuvered, or overrun by others more versatile in exercising multiple forms of power” (Bolman &
Deal, 2017: 193-194).
SOURCE: Bolman, L., & Deal, T. 2017. Reframing Organizations: Artistry, Choice, and Leadership. New
York, NY: John Wiley & Sons, Inc.
Please write your answer, immediately below single spaced. Your word count must be at least xxx
words and not more than xxx words. If you paraphrase any information from the chapter or directly
quote from it, the formal reference must appear at the end of your write-up. Thank you!
________________________________________________________________________
Please select 3 of the 6 influence tactics (shown below) that you have personally experienced as the
influencer of another person or persons. Next, briefly describe your situation. Then, describe the
outcome(s) of the influence tactic(s) that you applied. Write your answers in the table provided below.
COLUMN 1
Type of Influence Tactic:
Select 3 of the 6 tactics, shown
below
1. Reciprocation
2. Commitment and consistency
3. Social proof
4. Liking
5. Authority
6. Scarcity
COLUMN 2
For each influence tactic that you
chose, describe the situation in
which you were influencing
another person or persons
COLUMN 3
Describe each of the outcomes
for each of the situations that
you described in column 2 of this
table
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