Document Type


Publication Date

June 2020


A major expectation for managers is to accomplish results for their work unit that supports the vision and mission of the organization. Because managers are dependent on the efforts and productivity of the stakeholders with whom they work to achieve these results, they need effective influencing skills to use with those stakeholders. Effective application of the influencing principles of reciprocity, commitment, social proof, authority, liking, scarcity, and unity will greatly enhance managers’ influence with stakeholders to take the actions necessary to achieve the work unit’s needed results.