French and Raven (1959) listed five ways we influence others: Expert Power, Referent Power, Legitimate Power, Reward Power, and Coercive Power (PSU WC L. 7). The types of influence tactics are: Rational Persuasion, Inspirational Appeals, Consultation, Ingratiation, Personal Appeals, Exchange, Coalition Tactics, Pressure Tactics; but which have the greatest success? In pursuit of the answer we may review other work by Yukl for the outcomes of each tactic used alone and also look at their uses in combination.
If our leadership tactics desire true commitment by the follower, and we consider compliance as our second desire, and resistance as least favorable outcome, then we want to know which tactics are best. The most effective tactics were consultation and inspirational appeals. Rational persuasion is usually effective in combination with consultation, inspirational appeals, and ingratiation. The least effective were pressure, legitimating, and coalition tactics(C. Falbe and G. Yukl, 1992). Of our possible tactics, the tactics that are given from authority and forced on followers (Hard tactics) are in fact the least effective. They may best be applied to tasks such as wearing safety glasses, but not for buy-in. A summary of pairing tactics also shows that those hard tactics still are least effective in soliciting commitment from followers.
In my goal becoming a great leader, the influence tactics I will prefer to use will be inspiration, consultation, personal appeals, exchange, ingratiation, and rational persuasion. I will use only as needed Legitimating, coalition and pressure.
The Pennsylvania State University. (2012). Lesson 7: Power and Influence. In the Pennsylvania State University, PSYCH 485: Leadership in Work Settings (pp. 1-13). State College, PA: The Pennsylvania State University Press.
Academy of Management Journal, 1992, Vol. 35, No.3, 638-652 Consequences for Manager of Using Single Influence Tactics and Combination of Tactics