Influence Techniques Continued-US Army Leadership

7-10. Exchange is an influence technique that leaders use when they make an offer to provide some desired item or action in trade for compliance with a request. The exchange technique requires that the leaders control certain resources or rewards that are valued by those being influenced. A four-day pass as reward for excelling during a maintenance inspection is an example of an exchange influence technique.

7-11. Personal appeals occur when the leader asks the follower to comply with a request based on friendship or loyalty. This might often be useful in a difficult situation when mutual trust is the key to success. The leader appeals to the follower by highlighting the subordinate leader’s special talents and professional trust to strengthen him prior to taking on a tough mission. An S3 might ask a staff officer to
brief at an important commander’s conference if the S3 knows the staff officer will do the best job and convey the commander’s intent.

7-12. Collaboration occurs when the leader cooperates in providing assistance or resources to carry out a directive or request. The leader makes the choice more attractive by being prepared to step in and resolve any problems. A major planning effort prior to a deployment for humanitarian assistance would require possible collaboration with joint, interagency, or multinational agencies.

7-13. Rational persuasion requires the leader to provide evidence, logical arguments, or explanations showing how a request is relevant to the goal. This is often the first approach to gaining compliance or commitment from followers and is likely to be effective if the leader is recognized as an expert in the specialty area in which the influence occurs. Leaders often draw from their own experience to give reasons that some task can be readily accomplished because the leader has tried it and done it.



More leadership lessons here:

Using Persuasion to Build Teams and Consensus

Using Persuasion to Build Teams and Consensus

11-22. Persuasion is an important method of communication for organizational leaders. Well-developed
skills of persuasion and openness to working through controversy in a positive way help organizational
leaders overcome resistance and build support. These characteristics are important in dealing with other
organizational leaders, multinational partners, and in the socio-political arena. By reducing grounds for
misunderstanding, persuasion reduces wasted time in overcoming unimportant issues. It also ensures
involvement of others, opens communication with them, and places value on their opinions—all critical
team-building actions. Openness to discussing one’s position and a positive attitude toward a dissenting
view often defuses tension and saves time. By demonstrating these traits, organizational leaders also
provide an example that subordinates can use in self-development.

11-23. In some circumstances, persuasion may be inappropriate. In combat, all leaders must often make
decisions quickly, requiring a more direct style when leading and deciding on courses of action.