Cohen Conflict Response Style in Aamodt

1
Influencing Others Managing Conflict Relation
between Inventories, Simulations Readings
Readings
Simulations
Inventories
Cohen Conflict Response Style in Aamodt Raynes
Text Project B after Ch 6

• Keys Case
• Cialdini
• Thompson Leonardelli (already covered)

Salary Negotiation Pakistani Prunes
2
Sequence of Activities for Today

• Influencing Others Managing Conflict
• Theoretical Understanding from Readings
• Lecture on Cialdini, Keys Case Readings
• Short review of Thompson Leornardelli reading
• Practical Application from Simulations
• Do Salary Negotiation Exercise
• Discuss learning from Salary Negotiation Exercise

3
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

4
What is power

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

Yukl, 1989
5
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
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What is Influence

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

Yukl, 89 Yukl Van Fleet 92
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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
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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

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Types of Power Types of Influence Tactics
Legitimate
Coercive
Reward
Referent
Expert
Inspirational Appeals
Pressure Tactics
Appeals to authority
Exchange benefits
Rational Persuasion
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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
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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

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

• 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

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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?

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Influence
Exchange Norms

• Field Study supporting the link

18
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?

19
Whether similar others are influenced
Influence

• 1st Study supporting the link

20
Whether similar others are influenced
Influence
2nd Study supporting the link
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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?

22
Public commitment consistency
Influence

• 1st study supporting the link

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Public commitment consistency
Influence
2nd study supporting the link
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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?

25
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

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Influence
Scarcity of Resource
1st study supporting the link
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Influence
Scarcity of Resource
2nd study supporting the link
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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?

29
What affects the effectiveness of influence
Whether similar others are influenced
Exchange Norms
Liking (ingratiation)
Influence
Public commitment preference for consistency
Scarcity
Expertise
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Effectiveness of factor depends on relationship
with person being influenced

• Supervisors vs. Subordinates vs. Peer
• Keys Case Study
• Practicing managers descriptions of one
  successful and one unsuccessful influence tactic
  on different types of targets
• Analyzed 250 influence tactics

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Peers are more likely to be influenced when
similar others are also influenced
Whether similar others are influenced
Peer vs. supervisor vs. subordinate
Influence

• Peers were more likely to be influenced by the
  MBA student employees proposal when told about
  support from other peers for that proposal

32
Students reflect orally....

• Why are peers more likely to be influenced by
  similar others actions (when compared to
  supervisors/subordinates)
• Based on the research regarding peers, what
  specific thing should you have done/said or what
  specific thing did you do to influence the peer
  in Pakistani Prunes?

33
Liking/ingratiation has more of an impact when
influencing supervisors
Liking/Ingratiation
Type of relationship w/person being influenced
Influence
Ingratiation Making supervisor feel good, or
like you
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Expertise/rational plans has more of an impact
when influencing supervisors
Expertise/Rational persuasion
Type of relationship w/person being influenced
Influence
Expertise/Rational persuasion Using logical
argument facts to persuade the other that the
request is practical and can result in task
objectives
35
Students reflect orally....

• Which role should use expertise liking in the
  salary negotiations? Why? How will that help?
• Illustrate with specific things you will say/do
• Why are supervisors more likely to be influenced
  by ingratiation and rational persuasion (when
  compared to peers/ subordinates)

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Relative success () failure (-) Of tactic
typically used on supervisors
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Authority/Legitimating tactics have more of an
impact when influencing subordinates
Authority
Type of relationship w/person being influenced
Influence
Legitimating tacticsPersuading subordinate to
do what you want because you have the
authority/right to ask him/her to do so bec. of
your position or bec. it is organizational
policy
38
Students reflect orally....

• Why are subordinates more likely to be influenced
  by authority/legitimating tactics (when compared
  to peers/supervisors)
• Which role should use authority in the salary
  negotiations? Why? How will that help?
• Illustrate with specific things you will say/do

39
Other successful tactics to use w/subordinates

• Setting goals etc.
• Identifying for the subordinate what is expected
  of him/her (goal),
• Showing confidence etc (inspirational)
• Increasing confidence in the subordinates
  capability of accomplishing task
• Motivating subordinate by appealing to his/her
  values, ideas, goals

40
Other successful tactics to use w/subordinates

• Soliciting ideas (Consultation)
• Seeking subordinate participation in planning an
  activity that subordinate will be involved in or
  modifying the activity to deal with subordinate
  concerns/suggestions on how to carry it out

41
Effectiveness of factor depends on relationship
with person being influenced
Whether similar others are influenced
Influence
Liking (ingratiation)
Expertise
Authority
Type of relationship w/person being influenced
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What you learned from lecture on readings

• Difference between Power Influence
• Having resources vs. using them
• Factors affecting the effectiveness of influence
• Liking,
• public commitment consistency,
• expertise/authority,
• whether similar others are influenced,
• exchange norms,
• Scarcity of resources

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What you learned from lecture on readings contd)

• How does your relationship with the person you
  are trying to influence change how effective
  these factors are
• Ingratiation rational explanations are more
  effective with supervisors
• Using authority is more effective with
  subordinates
• Having the support of similar other is more
  effective with peers

44
Whats next.....

• Influencing Others Managing Conflict
• Theoretical Understanding from Readings
• v Lecture on Cialdini, Keys Case Readings
• Short review of Thompson Leornardelli reading
• Practical Application from Simulations
• Do Salary Negotiation Exercise
• Discuss learning from Salary Negotiation Exercise