Describe how frequently the person who was influencing you used this tactic:
1
5
Never used this tactic to influence you ……………………………………….................usually used this tactic to influence you
A. Assertiveness/Pressure Tactics
______ 1. Expressed his or her anger verbally
______ 2. · Demanded that I do what he or she wanted
B. Exchange Tactics
______ 3. · Reminded me of past favors that he or she did for me
______ 4. · Offered me an exchange (e.g., “if you do this for me, I will do something for you”)
______ 5. · Offered to make a personal sacrifi ce if I would do what he or she wanted
C. Coalition Tactics
______ 6. · Pointed out that many nonparticipants back up his or her idea
______ 7. · Obtained the support of other participants to back up his or her idea
D. Ingratiating Tactics
______ 8. · Made me feel important (e.g., “only you have the brains, talent to do this”)
______ 9. · Praised me
______ 10. · Acted very humbly to me while making his or her request
E. Rational Persuasion
______ 11. · Explained the reasons for his or her request
______ 12. · Demonstrated his or her competence to me
______ 13. · Used logic to convince me
______ 14. · Presented me with information in support of his or her point of view
F. Inspirational Appeals
______ 15. · Used charisma to arouse my interest and support for his or her ideas and proposals
______ 16. · Described his or her proposal or change with enthusiasm and conviction that it is important and worthwhile
G. Consultation
______ 17. · Told me what he or she was trying to accomplish and asked if I knew of a good way to do it
______ 18. · Actively sought my input with regard to a decision
Adapted From Jensen, 2007, Table 1