Case Study: the Persuasion Imperative

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Question: Are the percepts of the IBM training program consistent with the concepts in this chapter? Why or why not? The percepts of the IBM training program are consistent with the concepts in this chapter, because there are a lot of consensuses. For example, power is a capacity that A has to influence the behavior of B so that B acts in accordance with A’s wishes and the power tactics are ways in which individuals translate power bases into specific actions. There are different power tactics an individual can use by moving people into specific actions. A research has defined nine distinct influence tactics. The most effective ones are rational persuasion, inspirational appeals and consultation. The least effective one is pressure. Furthermore, by using more than just one tactic you can increase your chance of success. Comparing these nine tactics with the precepts of IBM shows that they are pretty similar. One is for example the rational persuasion which is comparable with “presenting logical arguments and factual evidence t demonstrate a request is reasonable.” Also consultation which is “increasing the target’s support by involving him or her in deciding how you will accomplish your plan.” Then, there are also the inspirational appeals, which are comparable with “developing emotional commitment by appealing to a target’s values, needs, hopes, and aspirations.” The last two tactics that are similar are first exchange, which is “rewarding the target with benefits or favors in exchange for following a request,” and second coalitions which is “enlisting the aid or support of others to persuade the target to

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