Interpersonal

Photo by Jason Eppink [link]

DynamicsEd Batista Class 7:

INFLUENCE

Discussion here for roughly an hourAn exercise in breakoutsT-group until 5:50pm & tonight

Today’s agenda

Photo by Theresa Thompson [link]

Why influencematters“I’d fire them, but…”

A premiseWe strive to gain influenceWe fear losing influenceWe don’t admit this

A premiseWe’re unclear on how to pursue it& we rarely get direct feedbackSo the topic is highly fraught

What isinfluence?Today’s assignment: The ability to help you achieve your learning goals as an individual & the ability to help the T-group achieve its goals as a whole.

What isinfluence?But what does that mean to you?

Discuss in yourtriosWhat is influence to me?

Where does itcome from?

6 principlesRobert Cialdini1. Liking2. Reciprocity3. Social proof4. Consistency5. Authority6. Scarcity

I.D. ReaderWays we give away & claim powerInsufficient assertivenessExcessive assertiveness

Discuss in yourtriosHow have I given away power or lost influence?How have I asserted power or gained influence?

Pfeffer & Cuddy

CuddyInfluence = Warmth + Strength(Establish warmth first)

…and Top Quartile in Leadership

Effectiveness

Bottom Quartile in Likeability…

1 in 2000

Touchy Feelyisn’t about being “touchy feely”

CONTEXT Learning,

Awareness,& Behavioral

Change

Experimentation,Risk-Taking,

& Vulnerability

Safety, Trust, Intimacy

Initial Conditions

CuddyInfluence = Warmth + Strength(Establish warmth first)

Discuss in yourtriosWhat has confirmed or disconfirmed this thesis?

Why It Pays To Be A Jerk

Photo by The Atlantic [link]

Why It Pays(The headline is clickbait)Being a jerk fails in the long run

To Be A Jerk

Why It PaysBut a touch of jerkiness is helpfulAnd disagreeable givers are highly effective

To Be A Jerk

Discuss in yourtriosWhen have I displayed a touch of jerkiness?When have I been a disagreeable giver?(In or out of T-group)

PfefferAmbitionEnergyFocusSelf-knowledgeConfidenceEmpathy for othersCapacity to tolerate conflict

PfefferAmbitionEnergyFocusThese are up to you

PfefferThese you can pursue in this courseSelf-knowledgeConfidenceEmpathy for othersCapacity to tolerate conflict

Influence &social identity

Influence &social identityAll US men: 15% taller than 6’F500 CEOs: 58% taller than 6’

Stretching

Photo by Michael Dunn [link]

Next stepsAn exercise, then T-group until 5:50pm & tonightWeek 7 Post-Group Assignment due Thurs @ NoonWeek 8 Readings & Class Notes on CanvasWeek 8 Pre-Class Assignment due Mon @ NoonNext class Tues Feb 28, 3pm here

Challengeyourself

Photo by Daniel Oines [link]

Stress

Photo by Sara V. [link]

StressWe desire influence Low influence is stressfulWe don’t admit it High influence is stressful

Traps

Photo by Casey Fleser [link]

Traps“It’s just a function of airtime.”“Influence isn’t that important to me.”“This isn’t how I act in the real world.”

Dynamics InterpersonalFor more:www.edbatista.com/interpersonal-dynamics.html