Hick has attempted in this article “Influence Tactics” to group the various methods people use in influencing others into eight basic clusters. These clusters are 1) reason, 2) coalition, 3) friendliness, 4) bargaining, 5) assertiveness, 6) higher authority, 7) sanctions and 8) symbol management. Although there are hundreds of “methods” people use to get their way, most can fall under the heading of one of these clusters. Reason is considered one of the most popular means of influencing others. It is often used in tandem with other methods. With reason, we appeal to someone else using logic, data or information to support our actions. It should be made clear to the other person that this is in fact what we are doing. If we try to reason using a secret agenda it can lead to distrust. I have tried when directing shows to reason with people fairly. When I take the time to make my motivations clear and “convince” others to see my side I am, more times than not, happy with the results. People in theatre are often a bit more temperamental than your average person. I have found it effective to “massage” them toward my ideas. I would link Coalition and Higher Authority together. The former is enlisting the aid of your allies and supporters to further your requests, while the later uses higher-level authorities to back you in influencing others. Both can work but I feel coalition is more effective. It provides the additional benefit of influencing others who are not under your authority. I have used this tactic. People are often better convinced by an ally or by the power of a group. It removes the whole stubborn routine of fighting against something because “so and so wants you to.” Another tactic which works well, at least when working with subordinates, is Bargaining. As long as both sides feel they’ve been treated fairly, it usually produces excellent result...
