Leadership 5th Edition by Larry Siegel, Robert Lussier, Robert Lussier, Christopher Achua, Christopher Achua

Exercise 26

For each situation, select the most appropriate individual tactic that will enhance your chances of getting a desired outcome. Write the appropriate letter in the blank before each item.
A) rational persuasion
B) inspirational appeals
C) consultation
D) ingratiation
E) personal appeals
F) exchange
G) coalition
H) legitimization
I) pressure
_____________ The nonunion employee in situation 8 is resisting helping the other workers. She is basically asking the unasked question, "What's in it for me?".