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Chapter 11 Power and Political Behavior - page 36 / 47

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© 2009 Cengage Learning. All rights reserved.

INGRATIATION

Only you can do this job right!

The person seeks to get you in a good mood or to think favorably of him or her before asking you to do something.

Information on slides 23-27 from the first two columns from G. Yuki and C. M. Falbe. “Influence Tactics and Objectives in Upward, Downward, and Lateral Influence Attempts.” Journal of Applied Psychology 75 (1990): 132-140. Copyright © 1990 by the American Psychological Association. Reprinted with permission.

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