Which influence tactic relies on the use of personal relationships to persuade others?

The influence tactic that relies on the use of personal relationships to persuade others is ingratiation. This approach involves using charm, flattery, and creating a favorable impression in order to gain support or influence someone’s decision-making. By building rapport and making others feel good about themselves, an individual can soften resistance and promote cooperation.

Ingratiation is effective because it leverages emotional connections, creating an atmosphere of goodwill that can facilitate persuasive communications. People are often more receptive to proposals and ideas when they feel appreciated and valued by the person presenting them.

The other influence tactics, while effective in their own contexts, do not specifically rely on personal relationships. Coalition involves forming alliances with others, which can indeed utilize relationships but primarily focuses on group strategy. Rational persuasion centers around presenting logical arguments and factual evidence rather than personal connections. Assertiveness emphasizes a more direct approach to influence, potentially disregarding personal rapport in favor of expressing one's own needs or desires directly.