• Theoretical Understanding from Readings– Cialdini, Keys & Case

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

Influencing Others

• 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

Learning Goals from Lecture on Readings

• Having personal or positional resources to change situations or people’s attitudes & behaviors

What is power

Yukl, 1989

Relationship between the Different Types of Power

LegitimateCoercive

Reward

Referent

Expert

Positional Resources Personal Resources

Personal & Positional resources need not be mutually exclusive

Control over information Persuasiveness

• Using one’s personal/positional resources to change people’s behaviors or attitudes – aka persuasion

What is Influence

Yukl, 89; Yukl & Van Fleet 92

• Rational persuasion

• Exchange of benefits (reciprocity)

• Pressure tactics

• Ingratiation (liking)

• Appeals to authority (legitimating tactics)

• Consultation

• Inspirational appeals

Examples of types of Influence Tactics

Yukl, 89; Yukl & Van Fleet 92

• 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

Power vs. influence

Types of Power & Types of Influence Tactics

Legitimate Coercive Reward Referent Expert

Appealsto authority

Pressure Tactics

Exchange benefits

InspirationalAppeals

Rational Persuasion

Influence

Appeals to authority

Pressure Tactics

Exchange benefits

Inspirational Appeals

Rational Persuasion Ingratiation

Consultation

PowerTypes of power not exercised

Tactics not obviously linked to a source of power

• √ 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

What we covered so far...what’s next

What affects the effectiveness of influence

InfluenceLiking (ingratiation)

Exchange Norms

Whether similar others are influenced

Expertise

Preference for consistency

Scarcity

InfluenceLiking

1st Study supporting the link

Guest liked Hostess more

Guest likedHostess less

Amount of Tupperware products purchased

More Less

InfluenceLiking

2nd Study supporting the link:

High Similarity* to Salespersons

Low Similarity* to Salespersons

Probability of purchasing insurance policies

High Low

Similarity measured in terms of age, religion, politics etc.

Similarity

Studies supporting the link:

• Men liked the individual who praised them most even if the praise was undeserved

• Positive comments about a person’s attitudes, traits, performance leads to liking and compliance with the comment maker’s request

LikingPraise/Flattery Influence

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

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?

Field Study supporting the link

InfluenceExchange Norms

Request accompanied by personalized address labels

Request not accompanied by gift

Response rate to Disable Americans Veterans Fund Raising letter

35% 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

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?

1st Study supporting the link

Whether similar others are influenced

Influence

Long list of neighbors who donated

Short list of neighbors who donated

Probability of donating to charity

High Low

Whether similar others are influenced

Influence

Another New Yorker had returned lost wallet

Foreigner had returned lost wallet

Probability of residents of NY returning wallet

High Low

2nd Study supporting the link

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?

1st study supporting the link

Preference for consistency Influence

Signed petition for establishing a rec centre for the handicapped 2 weeks earlier

Did not sign petition

Probability of donating to charity for handicapped

High Low

Preference for consistency Influence

Filled out a printed form saying they wished to volunteer

Did not fill out a printed form stating that they did not wish to volunteer

Likelihood of reporting for volunteer duty

High Low

2nd study supporting the link

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

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?

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

InfluenceExpertise

InfluenceScarcity of Resource

Told that if they failed to insulate their homes they would lose a certain amount of money each day

Told that if they did insulate their homes they would gain a certain amount of money each day

Likelihood of insulating home

High Low

1st study supporting the link

InfluenceScarcity of Resource

Told that there would be a scarcity of beef in the future and no other beef buyer had this information about scarcity

Told that there would be a scarcity of beef in the future

Likelihood of buying beef

High Low

2nd study supporting the link

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?

Review

InfluenceLiking (ingratiation)

Exchange Norms

Whether similar others are influenced

Expertise

Preference for consistency

Scarcity

Short Review of Thompson & Leonardelli

Negotiation

Type of Relationship between parties

Type of Emotions

Perceptions of Parties

Ability to Invent Options

Type of BATNA

Bargaining Style

• Practical Application from Simulations• Do Salary Negotiation Exercise

• Discuss learning from Salary Negotiation Exercise

What’s next.....

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

• 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.

Debriefing questions

How did these factors affect your negotiation

InfluenceLiking (ingratiation)

Exchange Norms

Whether similar others are influenced

Expertise

Preference for consistency

Scarcity

How did these factors affect your negotiation?

Negotiation

Type of Relationship between parties

Type of Emotions

Perceptions of Parties

Ability to Invent Options

Type of BATNA

Bargaining Style