ingratiation

Ingratiation is a social influence strategy in which an individual seeks to become more likable to another person or group with the aim of obtaining favorable treatment, compliance, or cooperation. In social psychology, it is considered one of several impression-management tactics used in interpersonal and organizational settings.

Common techniques include sincere or strategic praise and flattery directed at the target, agreement with the target's opinions, showing similarity or alignment with the target's values, and performing favors or offering help. People may also portray themselves as nonthreatening, humble, or cooperative. These tactics are often deployed at the outset of a relationship or during negotiations to build goodwill and ease subsequent requests.

Effectiveness varies by context and power relations. In workplaces and formal interactions, ingratiation can increase perceived warmth and willingness to help, especially when the target has authority or when initial impressions matter. However, if the target detects insincerity or if ingratiation conflicts with a person's demonstrated competence, credibility can suffer and the tactic may backfire.

Because ingratiation relies on managing impressions, it is often discussed alongside broader impression-management theory. Critics note that excessive or disingenuous ingratiation can undermine trust and be viewed as manipulation, making moderation and authenticity important considerations.