Business Skills Leadership SkillsInterpersonal SkillsIntrapersonal Skills
Learning Focus for Today
Business Skills
Decision Making & Problem solving
Negotiation• Planning
• Motivating talent Developing &
communicating vision• Goal settingPersuasion
Persistence
Leadership Skills
Interpersonal Skills
Social SkillsSelf-monitoringSelf Control
Intrapersonal Skills
• Emotional StabilitySelf Control• Attitudes toward
authority• Learning style
Teaching Method
Reading/Lecture Self Assessment Role Play
CialdiniHiggins, Judge, FerrisThompson & Leornadelli
Influence strategy
•Ugli OrangeSalary Negotiation
• Difference between Power & Influence
• How to enact an influence strategy
Learning Goals from Lecture on Readings
• Having personal or positional resources to change situations or people’s attitudes & behaviors
What is power
Yukl, 1989
LegitimateCoercive
Reward
Referent
Expert
Positional Resources Personal Resources
Control over information
• Using one’s personal/positional resources to change people’s behaviors or attitudes – Rational persuasion – Ingratiation (liking)– Exchange of benefits (reciprocity)– Pressure tactics– Appeals to authority (legitimating tactics)– Consultation– Inspirational appeals– Coalition
What is Influence
Yukl, 89; Jensen, 07; Yukl & Falbe 90
• Rational persuasion– Explaining the reasons for request; – using logic to convince person, – presenting information in support of point of view
Most Effective Influence Tactic
Higgins, Judge, Ferris, 2003
• Ingratiation (liking)– Made me feel important (e.g., “only you have the
brains, talent to do this”); – praising; – acting very humbly while making request
Second Most Effective Influence Tactic
Higgins, Judge, Ferris, 2003
InfluenceLiking
Example Study supporting the link
Guest liked Hostess more
Guest likedHostess less
Amount of Tupperware products purchased
More Less
Cialdini
• 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 Exchange
InspirationalIngratiation
Rational Persuasion
Influence
Appeals to authority
PressureExchange
Inspirational
Rational Persuasion
Ingratiation
Consultation
Power
Tactics not obviously linked to a source of power
Coalition
Scarcity
Preference for consistency
How to enact some influence strategies
InfluenceLiking (ingratiation)
Exchange Norms
Whether similar others are influenced
Expertise
Preference for consistency
Scarcity
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
Reflect on “how you generated liking” in Fruit 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
Apply what you learned in the Salary Negotiation Exercise
• 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%
• Exchange of benefits (reciprocity)– Reminding person of past favors that you did for
him/her; – Offering an exchange (e.g., “if you do this for me, I
will do something for you”)
Behaviors to enact when using Exchange Tactics
Reflect on “how you established exchange norms” in Fruit 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
Apply what you learned in the Salary Negotiation Exercise
• 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
• Coalition– Pointing out that many non participants back up
your idea; – Obtaining support of other participants to back up
your idea
Behaviors to enact when using coalition influence tactics
Apply what you learned in the Salary Negotiation Exercise
• 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
Reflect on “how you made preference for consistency salient” in Fruit
Negotiation/Group Decision Making Exercise
• Describe what you did and how that led to a positive outcome
Apply what you learned in the Salary Negotiation Exercise
• 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
Apply what you learned in the Salary Negotiation Exercise
• As a supervisor/subordinate, write down specific things you will say/do to incorporate the research on the role of following factors in negotiation– Expertise – Scarcity of resources
Review
InfluenceLiking (ingratiation)
Exchange Norms
Whether similar others are influenced
Expertise
Preference for consistency
Scarcity
Other influence strategies you may have used in Fruit Negotiation/Group Decision Making Exercise or may use
in Salary Negotiation Exercise
• Told person what you are trying to accomplish and asked if person knew of a good way to do it;
• Actively sought person’s input with regard to a decision
Behaviors to enact when using Consultation influence tactics
• Expressing anger verbally;
• demanding that other person do what you want
Behaviors to enact when using Pressure influence tactics
• Using charisma to arouse person’s interest and support for your ideas and proposals;
• Describing your proposal or change with enthusiasm and conviction that it is important and worthwhile
Behaviors to enact when usingInspirational Appeals
Recall the role of other factors already reviewed…
Negotiation
Type of Relationship between parties
Type of Emotions
Perceptions of Parties
Ability to Invent Options
Type of BATNA
Bargaining Style
Theoretical Understanding from Readings
• Practical Application – Do Salary Negotiation Exercise– Complete influence style questionnaire for self and
other in the salary negotiation exercise & give each other feedback
– Discuss learning from Salary Negotiation Exercise
What’s next
When describing your agreements explain how these factors affected your negotiation
InfluenceLiking (ingratiation)
Exchange Norms
Whether similar others are influenced
Expertise
Preference for consistency
Scarcity
Negotiation
Type of Relationship between parties
Type of Emotions
Perceptions of Parties
Ability to Invent Options
Type of BATNA
Bargaining Style
When describing your agreements, explain how these factors affected your negotiation
Reflecting on influence strategies you used
• How did you implement them?
• Did your partner “notice them” as you intended?
• How effective were they?
• What are the implications of – Your partner feedback on the influence
strategies you will use in the future?– The effectiveness of your influence strategies
• 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.
Future implications…
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