Yukl and Tracey's Influencers
Choosing the Most Appropriate Approach to Influence
Think twice before you speak, because your words and influence will plant the seed of either success or failure in the mind of another. – Napoleon Hill, American writer and businessman.
There are many ways that you can influence people. For instance, you can appeal to their deepest-held values and beliefs. You can influence them with logic and reason, and use facts to build your case. You could even just do favors for them.
In this article, we'll look at 11 positive and negative ways of influencing others. When you understand these, you can use the positive approaches, and you can avoid the negative ones. You'll also know when someone's using the negative approaches on you.
About the 11 Influencers
Leadership scholars Gary Yukl and J. Bruce Tracey studied influence in the workplace for more than a decade. They identified 11 different techniques, or "influencers," that people commonly use at work. Yukl highlighted these in his respected 1981 book, "Leadership in Organizations."
These 11 influencers are as follows, classified into positive and negative tactics:
- Rational persuasion.
- Inspirational appeal.
- Personal appeals.
Let's look at each tactic, and consider how you can apply the positive ones....