Influence Techniques-U.S. Army Leadership

Influence Techniques

7-7. Leaders use several specific techniques for influence that fall along a continuum between compliance and commitment. The ten techniques described below seek different degrees of compliance or commitment  ranging from pressure at the compliance end to relations building at the commitment end.

7-8. Pressure is applied when leaders use explicit demands to achieve compliance, such as establishing
task completion deadlines with negative consequences imposed for unmet completion. Indirect pressure includes persistent reminders of the request and frequent checking. This technique should be used infrequently since it tends to trigger resentment from followers, especially if the leader-exerted pressure becomes too severe. When followers perceive that pressures are not mission related but originate from their leader’s attempt to please superiors for personal recognition, resentment can quickly undermine an organization’s morale, cohesion, and quality of performance. Pressure is a good choice when the stakes are high, time is short, and previous attempts at achieving commitment have not been successful.

7-9. Legitimate requests occur when leaders refer to their source of authority to establish the basis for a
request. In the military, certain jobs must be done regardless of circumstances when subordinate leaders
receive legitimate orders from higher headquarters. Reference to one’s position suggests to those who are
being influenced that there is the potential for official action if the request is not completed.