What is the difference between hard and soft influence?

People use a number of effective tactics to convince others.Hard and soft tactics can be used.

Hard tactics threaten the autonomy of the target, they attempt to get someone to think or do something specific by metaphorically pushing them in that direction.Making reference to formal authority is one of the tactics.

In parent-child relationships, phrases like "Do it because I told you so!", "This is what you must do!" or "If you don't get moving right now I'm taking your cell phone for a week!" are used.

Bob is trying to motivate his team to work hard to meet the deadline.He wants them to stay late and work all night.One effort uses a hard tactic.We have to finish this project by tomorrow.If I am here, you will be here all night.I will hear more about it.Let's get to work!

I have seen it used quite a few times.Someone yelling seems to fit that category.Doesn't it?

Let's contrast that with a soft tactic.Soft tactics help the target attempt to get someone to think or act in a certain way by making that alternative more appealing than others.Attempting to persuade with reason or emotion, saying nice things about the person we call ingratiation or offering something in exchange are some of the tactics.

Let's see what a soft tactic would be like.In the same situation I used before, imagine a different team leader, Pat.Team this is it!We have to finish this project by tomorrow.I know how hard overtime can be for you and your family.We can win this one if we all work together.Let's do it and make each other proud.

Pat relies on inspiration to persuade.You feel better about working late if you listen to someone like this.

There are a few studies that help identify outcomes of hard and soft tactics.

The desired goal is usually commitment.A commitment is when someone agrees with you and agrees that what you propose is the right way to go.

This is usually acceptable but not ideal.Compliance is when someone agrees for the sake of agreeing and they will do what is being asked but not with enthusiasm.The problem is that you may not get what you want after the winds blow in a different way.

Conflict is a failure of influence.That is the opposite of what you hope to achieve.You get a fight if you don't get what you want.

What tactics do people generally use at work and which ones they prefer to see used on them, but also what tactics lead to commitment, compliance and conflict?