INFLUENCE TACTICS - Uof G PSYC* 2070

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Last updated 7:12 PM on 4/8/26
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9 Terms

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Rational persuasion

Using logical arguments in fact to persuade

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Inspirational appeal

Arousing authentic ism by appealing to one’s aspirations, value values and ideals

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Consultation

Asking for participation in decision-making

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Integration

Getting someone to do what you want by putting that person in a good mood or getting him or her to like you

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Personal appeal

Appealing to feelings of loyalty and friendship before making a request

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Exchange

Promising some benefits in exchange for complying with a request

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Coalition building

Seeking the assistance of others were noting the support of others

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Legitimating

Pointing out one’s authority to make a request

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Pressure

Seeking compliance by using demands threats or intimidation