BMA eBook - Manual / Resource - Page 91
Feser / When Execution Isn’t Enough / 3
Figure 3.1 The Nine Influence Tactics
The hard tactics on the left are simple and straightforward. Leaders carry them out
simply by building on their own perspectives. The soft tactics on the right are more
complex and require the ability to influence based on the followers’ perspectives,
characteristics, and inner motivators. We review them in turn.
The Hard Tactics
The hard influence approaches are requesting, legitimating, and building coalitions.
REQUESTING
Requesting is probably the simplest influence approach. Requesting is when the
leader uses simple demands to get others to take action. Requesting means gaining the
commitment of the people you lead by making a direct statement of what you want and by
asserting your position confidently and certainly. Requesting also includes the use of
frequent checking and persistent reminders to get people to act. Requesting is the
influence approach at the core of “command and control” leadership.
