Lewicki−Barry−Saunders: Negotiation: Readings, Exercises, and Cases, Fifth Edition

Questionnaires 3. The Influence Tactics Inventory

© The McGraw−Hill Companies, 2007

Questionnaire 3

The Influence Tactics InventoryIntroduction

The questionnaire in this exercise is designed to measure your predisposition to use dif-ferent influence tactics at work. In responding to these questions, you will learn some-thing about the influence tactics that you use, depending on whom you want toinfluence.

Procedure

Step 1

Identify three different people whom you have needed to influence at work. One shouldbe a superior, one a subordinate, and the other a coworker.

Step 2

Work completely through the questionnaire for each of the three people you have cho-sen, keeping only one person in mind at a time. Use the following scale to respond toeach of the statements that follow. Be sure to respond to all of the statements for each ofthe three people.

5 I usually use this tactic to influence him or her.

4 I frequently use this tactic to influence him or her.

3 I occasionally use this tactic to influence him or her.

2 I seldom use this tactic to influence him or her.

1 I never use this tactic to influence him or her.

Step 3

Your instructor will hand out a scoring key. Follow the key to score the questionnaire.

Superior Subordinate Coworker Statement

_______ _______ _______ 1. Kept checking up on him or her._______ _______ _______ 2. Made him or her feel important (“only you

have the brains, talent to do this”)._______ _______ _______ 3. Wrote a detailed plan that justified my ideas._______ _______ _______ 4. Gave no salary increase or prevented that

person from getting a raise._______ _______ _______ 5. Offered an exchange (e.g., if you do this

for me, I will do something for you).

694

Source: Adapted from David Kipnis, Stuart M. Schmidt, and Ian Wilkinson, “Intraorganizational InfluenceTactics: Explorations in Getting One’s Way,” Journal of Applied Psychology 65, pp. 440–52. Used withpermission.

Lewicki−Barry−Saunders: Negotiation: Readings, Exercises, and Cases, Fifth Edition

Questionnaires 3. The Influence Tactics Inventory

© The McGraw−Hill Companies, 2007

The Influence Tactics Inventory 695

Superior Subordinate Coworker Statement

_______ _______ _______ 6. Made a formal appeal to higher levels toback up my request.

_______ _______ _______ 7. Threatened to notify an outside agency ifhe or she did not give in to my request.

_______ _______ _______ 8. Obtained the support of coworkers toback up my request.

_______ _______ _______ 9. Simply ordered him or her to do what Irequested.

_______ _______ _______ 10. Acted very humbly to him or her whilemaking my request.

_______ _______ _______ 11. Presented him or her with information insupport of my point of view.

_______ _______ _______ 12. Threatened his or her job security (e.g.,hint of firing or getting him or her fired).

_______ _______ _______ 13. Reminded him or her of past favors that Ihad done for him or her.

_______ _______ _______ 14. Obtained the informal support ofhigher-ups.

_______ _______ _______ 15. Threatened to stop working with him orher until he or she gave in.

_______ _______ _______ 16. Had him or her come to a formal confer-ence at which I made my request.

_______ _______ _______ 17. Demanded that he or she do what Irequested.

_______ _______ _______ 18. Acted in a friendly manner prior to askingfor what I wanted.

_______ _______ _______ 19. Explained the reasons for my request._______ _______ _______ 20. Promised (or gave) a salary request._______ _______ _______ 21. Offered to make a personal sacrifice if he

or she would do what I wanted (e.g., worklate, work harder, do his/her share of thework).

_______ _______ _______ 22. Filed a report about the other person withhigher-ups (e.g., my superior).

_______ _______ _______ 23. Engaged in a work slowdown until he orshe did what I wanted.

_______ _______ _______ 24. Obtained the support of my subordinatesto back up my request.

(concluded)