University of Central Florida (UCF) MAN4240 Organizations: Theory and Behavior Practice Exam 2

Ingratiation is aimed at fostering a supportive atmosphere by using friendly gestures and making oneself likable to influence others. This tactic often involves flattery, compliments, or self-deprecating humor to build rapport and goodwill. By creating a positive environment, individuals can enhance their relationships and make others more receptive to their requests or suggestions.

Ingratiation helps to lower defenses and can make negotiations or discussions smoother as it nurtures goodwill and trust between parties. For instance, if a manager uses ingratiation to express genuine appreciation for their team’s efforts, it can boost morale and lead to a collaborative work environment.

Other options, while also tactics for influence, focus on different methodologies. Coalition refers to forming alliances to gain power or support, personal appeals rely on personal relationships or loyalty to persuade, and collaboration involves working jointly toward a common goal. These tactics may not specifically prioritize friendliness or supportiveness in the same way that ingratiation does.