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 d. ingratiation g. coalition b. inspirational appeals e. personal appeals h. legitimization c. consultation f. exchange i. pressure

1. You believe you deserve a pay raise, and have ideas about why you should get a raise. So you decide to talk to your manager about it. 2. You serve on a committee, and next week the committee members will elect officers. Nominations and elections will be done at the same time. You are interested in being the president. But you don’t want to nominate yourself and you certainly don’t want to run and lose. 3. You have an employee who regularly passes in assignments late. The assignment you are giving the person now is very important; it must be done on time. 4. You are the manager and have an idea about how to increase performance of your department. You are not too sure if it will work, or if the employees will like the idea. 5. You are in sales and want some information about a new product that has not yet been produced, nor has it been announced inside or outside the company. You know a person in the production department who has been working on the new product, so you decide to contact that person. 6. The production person from situation 5 has given you the information you were looking for. She calls a week later to ask you for some information. 7. Five of your 15 crew workers did not come in to work today. You have a large order that should be shipped out at the end of the day. It will be tough for the small crew to meet the deadline. 8. Although the crew members in situation 7 have agreed to push to meet the deadline, you would like to give them some help. You have an employee whose job is to perform routine maintenance and cleaning. She is not one of your 15 crew workers. However, you realize that she could be of some help filling in for the five missing workers. You decide to talk to this nonunion employee about working with the crew for two hours today. 9. 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?” 10. You have an employee who is very moody at times. You want this employee, who has a big ego, to complete an assignment before the established due date.