Influence tactics are often viewed from an ethical perspective.
Three categories of influence tactics:
· Those that are essentially honest and ethical
· Those that are essentially neutral with respect to ethics and honesty
· Those that are essentially manipulative and dishonest
Most influence tactics could easily be placed within any of three categories, depending on how they are used.
1. Use rational persuasion
2. Make people like you
3. Rely on the rule of reciprocity
4. Develop allies
5. Be assertive- ask for what you want
6. Make use of higher authority
7. Reward the behaviors you want
UNIT 8. COMMUNICATION
• Communication – the process by which people convey and receive information to and from each other
• Communication – it the process to which information is exchanged and understood by two or more people, usually with the intent to motivate or influence behavior
Communication Process:
The sender transmits the message starting the communication process by using words, body language, or symbols.
The receiver is the person who intercepts the message and then decodes or interprets it.
Message- the idea, thought, feeling or opinion to be communicated (clear or unclear)
Channel – medium through which the message travels from sender to receiver
Encoding – the process of putting the message into the form in which it is to be communicated
Decoding – the process of translating a message so that it can be understood.
Noise – anything that interferes with message being send
Noise may lead to misunderstanding of the original intended meaning
Feedback –acknowledgment that a message ahs been received and understood
Feedback includes the reactions the receiver gives to the message offered by the sender
• One way communication
• Two way communication
• Channel richness - the amount of information that can be transmitted during a communication episode.
• Capacity of channel:
• handle multiple cues at once routine message/non routine message
• facilitate rapid feedback
1.Formal communication channels- transmits information such as the goals, policies and procedures of an organization
1.1. Downwards formal communication channels - from the top managers
- Implementation of goals and strategies
- Job instruction and rationale
- Procedures and practices
- Performance feedback
- Indoctrination
1.2. Upwards formal communication channels - message from the lower to the higher levels of organization
- Problems and expectations
- Suggestions for improvement
- Performance reports
- Grievances and disputes
- Financial and accounting information
2.Informal communication channels- this type of communication channel may disrupt the chain of command, a good manager needs to find the fine balance between the formal and informal communication channel.
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3. Horizontal communication – diagonal exchange of information or message between coworkers
- Intradepartmental problem solving
- Interdepartmental coordination
- Change initiatives and
4.Personal communication channels– outside the authorized channels
1. Personal networking
Build it before you need it
Never eat lunch alone
Make it win-win
Focus on diversity
2. Grapevine
3. Written communication
Respect the leader
Know you point and get to it
Write clearly rather then impressively
Get a second opinion
Types of communication: Verbal and non- verbal
Communication apprehension- individual level of fear or anxiety associated with real communication
Communication skills – success in business, in relationships, as a leader, as a motivator or even as a politician.
Non verbal communication- the process of communication through sending and receiving wordless messages.
• No use of words
• Culturally determined
• Different meaning
• May conflict with verbal message
• Largely unconscious
• Shows feelings and attitudes
• Informality
• 
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