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.
