Organization Management Journal


Effective leaders in the 21st century must be able to elicit desired changes through one-on-one dialogues, in small groups, and through speeches as well as other communication channels directed at broader audiences. Unfortunately, knowledge about influence tactics does not necessarily translate into effective usage. Therefore, we developed a training module and experiential exercise that provide participants, as influence agents, practice using 11 proactive influence tactics. The module also provides participants, as targets, practice in identifying uses of the tactics in various real-life situations. The authors developed training materials and instructions to help participants gain a deeper understanding of the influence process. Materials provided for instructors include an interactive student handout, a two-part homework assignment including a solutions key, a list of sample scenarios, and a list of tactics to be used in the exercise.