theoretical understanding from readings –cialdini, keys & case practical application –do...
TRANSCRIPT
• 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