Theoretical Understanding from Readings

1
Influencing Others

• Theoretical Understanding from Readings
• Cialdini, Keys Case
• Practical Application
• Do Salary Negotiation Exercise
• Discuss learning from Salary Negotiation Exercise

2
Learning Goals from Lecture on Readings

• Difference between Power Influence
• What factors affect the effectiveness of
  influence
• How does your relationship with the person you
  are trying to influence change how effective your
  influence strategies are

3
What is power

• Having personal or positional resources to change
  situations or peoples attitudes behaviors

Yukl, 1989
4
Relationship between the Different Types of Power
Legitimate
Referent
Coercive
Reward
Expert
Control over information
Persuasiveness
Positional Resources
Personal Resources
Personal Positional resources need not be
mutually exclusive
5
What is Influence

• Using ones personal/positional resources to
  change peoples behaviors or attitudes
• aka persuasion

Yukl, 89 Yukl Van Fleet 92
6
Examples of types of Influence Tactics

• Rational persuasion
• Exchange of benefits (reciprocity)
• Pressure tactics
• Ingratiation (liking)
• Appeals to authority (legitimating tactics)
• Consultation
• Inspirational appeals

Yukl, 89 Yukl Van Fleet 92
7
Power vs. influence

• Power is not sufficient to result in behavioral
  or attitudinal change, it is the potential to
  change
• Influence is the process of changing
• e.g. one needs to have the ability or opportunity
  to use expertise or information that one has
  control over to change others/events

8
Types of Power Types of Influence Tactics
Legitimate
Coercive
Reward
Referent
Expert
Inspirational Appeals
Pressure Tactics
Appeals to authority
Exchange benefits
Rational Persuasion
9
Influence
Tactics not obviously linked to a source of power
Appeals to authority
Ingratiation
Rational Persuasion
Pressure Tactics
Consultation
Exchange benefits
Inspirational Appeals
Types of power not exercised
Power
10
What we covered so far...whats next

• v Difference between Power Influence
• What factors affect the effectiveness of
  influence
• How does your relationship with the person you
  are trying to influence change how effective your
  influence strategies are

11
What affects the effectiveness of influence
Whether similar others are influenced
Exchange Norms
Liking (ingratiation)
Influence
Preference for consistency
Scarcity
Expertise
12
Influence
Liking
1st Study supporting the link
13
Influence
Liking
Similarity
2nd Study supporting the link
Similarity measured in terms of age, religion,
politics etc.
14
Liking
Praise/Flattery
Influence

• Studies supporting the link
• Men liked the individual who praised them most
  even if the praise was undeserved
• Positive comments about a persons attitudes,
  traits, performance leads to liking and
  compliance with the comment makers request

15
Students Reflect on how you generated liking in
Negotiation/Group Decision Making Exercise

• Describe how you
• Enhanced similarity between you and other
• Used praise or flattery
• Explain how that led to a positive outcome

16
Applying what you learned in the Salary
Negotiation

• As a supervisor/subordinate, make a plan on how
  you will use the research on liking in your
  salary negotiations
• Write down what specific things will you say/do?

17
Influence
Exchange Norms

• Field Study supporting the link

18
Students Reflect on how you established exchange
norms in Negotiation/Group Decision Making
Exercise

• Describe what you gave and how it prompted the
  other party to return the favor
• Explain how that led to a positive outcome

19
Applying what you learned in the Salary
Negotiation

• As a supervisor/subordinate, how will you use the
  research on exchange norms in your upcoming
  salary negotiations
• Write down what specific things will you say/do?

20
Whether similar others are influenced
Influence

• 1st Study supporting the link

21
Whether similar others are influenced
Influence
2nd Study supporting the link
22
Applying what you learned in the Salary
Negotiation

• As a supervisor/subordinate, how will you use the
  research on the role of whether similar others
  are influenced in your upcoming salary
  negotiations
• Write down what specific things will you say/do?

23
Influence
Preference for consistency

• 1st study supporting the link

24
Preference for consistency
Influence
2nd study supporting the link
25
Students Reflect on how you made consistency
salient in Negotiation/Group Decision Making
Exercise

• Describe what you did and how that led to a
  positive outcome

26
Applying what you learned in the Salary
Negotiation

• As a supervisor/subordinate, how will you use the
  research on the role of public commitment and
  consistency in your upcoming salary negotiations
• Write down what specific things will you say/do?

27
Influence
Expertise

• Non-experimental study supporting link
• Stroke patients were more likely to comply with
  their exercise regime after they left the
  hospital when the physical therapists
  credentials were left on the walls of the therapy
  room

28
Influence
Scarcity of Resource
1st study supporting the link
29
Influence
Scarcity of Resource
2nd study supporting the link
30
Applying what you learned in the Salary
Negotiation

• As a supervisor/subordinate, how will you use the
  research on the role of authority/expertise
  scarcity of resources in your upcoming salary
  negotiations
• Write down what specific things will you say/do?

31
Review
Whether similar others are influenced
Exchange Norms
Liking (ingratiation)
Influence
Preference for consistency
Scarcity
Expertise
32
Short Review of Thompson Leonardelli
Type of Relationship between parties
Type of Emotions
Negotiation
Perceptions of Parties
Ability to Invent Options
Type of BATNA
Bargaining Style
33
Whats next.....

• Practical Application from Simulations
• Do Salary Negotiation Exercise
• Discuss learning from Salary Negotiation Exercise

34
Debriefing questions

• Describe the nature of agreements following the
  salary negotiation exercise
• Where both parties are satisfied
• Where only one party is satisfied
• Where neither party is satisfied

35
Debriefing questions

• Compare contrast your experience in this role
  play with experiences you may have had in real
  salary discussions
• Identify one thing you learned from your
  experiences in this role play that you think may
  be useful in your next real salary negotiation.

36
How did these factors affect your negotiation
Whether similar others are influenced
Exchange Norms
Liking (ingratiation)
Influence
Preference for consistency
Scarcity
Expertise
37
How did these factors affect your negotiation?
Type of Relationship between parties
Type of Emotions
Negotiation
Perceptions of Parties
Ability to Invent Options
Type of BATNA
Bargaining Style