hapter 15 discusses how to influence, empower, and deal with politics in the business world.

Chapter 15 says that there are 9 generic influence tactics that can be used just about anywhere in
business. With that said, David Kipins, a psychologist, states that through multiple studies he has
discovered only 8 to truly be considered "successful influence tactics" (Kipins). Chapter 15 utilizes
previous studies and projects conducted by David Kipins. The study from the 1980's involved
employees responding to ways that successfully persuaded there bosses, coworkers, or subordinates
to do what they wished of them. The study took place over a 13 year period, and eventually "yielded
nine influence tactics" (Kreitner 438).

Kipins more recent study minimizes the older study, to state there are eight current tactics. Kipins
states that his most recent study found "8 dimensions of influence: Assertiveness, Ingratiation,
Rationality, Sanctions, Exchange, Upward Appeals, Blocking, and Coalitions" (Kipins 442).

There are only slight differences with those from his first study that is showcased in the text.

1. Rational Persuasion: trying to convince someone with reason, logic or facts

2. Inspirational Appeals: trying to build enthusiasm by appealing to others' emotions, ideals or values

3. Consultation: getting others to participate in planning, making decisions, and changes

4. Ingratiation: getting someone in a good mood prior to making a request

5. Personal Appeals: referring to friendship and loyalty when making a request

6. Exchange: making express or implied promises and trading favors

7. Coalition Tactics: getting others to support your effort to persuade someone

8. Pressure: demanding compliance or using intimidation threats

9. Legitimating Tactics: basing request on one's authority or right, organizational rules or policies, or
express or implied support from superiors

These approaches are ranked in success in ascending order based on the study. These are
memorable tactics to use when in the work field, and importance and value can not be
underestimated.