Oxfam - Influencing Strategies

Reason: influencing people by relying on data and information to support one’s requests. The influencer carefully plans, prepares, and uses expertise in a strategic way. Facts and logical arguments are used to convince the ‘target’ person. The base of power here is the influencer’s own knowledge and ability to communicate this information. One possible problem in using this strategy could be a failure to develop ideas adequately and to organise information illogically.

Friendliness: influencing someone by causing that person to think well of the influencer. This strategy seeks to create a favourable impression of the influencer so that the target person will be more inclined to do what the influencer wants. A person’s use of this influence strategy is based on the person’s own personality, interpersonal skills, and sensitivity to the moods and attitudes of others. Overuse of this strategy could lead the other person to suspect their motives.

Coalition: mobilising other people to assist the influencer. The influencer believes there is ‘power in numbers’. The influencer’s power in using this strategy is based on his or her alliances. Coalition is a complex strategy that requires substantial skill and effort. Overuse of coalition could create the impression that an influencer is conspiring against the target person.

Bargaining: influencing others through negotiation and the exchange of benefits, e.g. reminding the target person of past favours that he or she has done and/or offers to make addition concessions in order to get what he or she wants. A drawback of this strategy is that it creates obligations that the influencer must fulfil in the future. What is traded might not be worth what is received in exchange.

Assertiveness: influencing people by one’s forceful manner. It involves the use of demands, the setting of deadlines, and the expression of strong emotions. Assertiveness gives the impression that the influencer is ‘in charge’ and expects compliance with his or her wishes. When used ineffectively, it can create ill will.

Appeal to Higher Authority: relying on the line of management to create influence. The influencer uses people higher up in the organisation who have power over the target person. Other people and outside power are used to influence the target person indirectly. There are two ways in which this strategy is used: by formally appealing to the chain of command or by informally asking higher management to deal with the influencer’s request or to speak to the target person on the influencer’s behalf. The problem that results from frequent reliance on this strategy is that it could undermine relationships with target people.

Sanctions: using rewards or punishments to influence others. The use of sanctions may involve either a desirable gain or an undesirable consequence. Depends on the influencer’s access to rewards or punishments and on his or her ability to actually deliver them. Sanctions must be used with great care, because a failure to follow through will lead to a loss of credibility and, hence, a loss of ability to influence.