creating buy-In through influence and power Rational Persuasion Exchange O Using facts, data and logic to O Support gained by doing something convince others. so they will do something for you. Inspirational Appeals . Coalition Tactics O Using values, emotions and beliefs to O Working together as a group to persuade. influence others Consultation Pressure O Asking other people to help influence. This could include threats of Integration something undesirable happening if O Using flattery and other means to the person doesn't cooperate. make someone feel good about . Legitimating Tactics themselves. O Happens when appeal is based on Personal Appeal legitimate power, garners compliance O Support is sought based on the other with the rules, laws. Not necessarily person's positive feeling about the used for motivation but to align person asking for support. people in a direction