c hapter 6: p ower & i nfluence eric arnaud, jennifer blair, christina lewis, teasha modha,...
TRANSCRIPT
CHAPTER 6: POWER &
INFLUENCE
Eric Arnaud, Jennifer Blair, Christina Lewis, Teasha Modha, Danielle Rios, and
Jen Sturm
POWER & INFLUENCE MYTHS
Power and influence are inherently ‘slimy.’
Rationality is the best form of influence.
Power stems solely from one’s position.
Involving others and sharing power weakens one’s own position
First impressions and good manners are old fashioned.
SOURCES OF POWER & INFLUENCE
Reward power: The ability to provide others with rewards they desire in exchange for work one needs to have accomplished Example: Offering incentive pay to employees
based on performance
Legitimate power: Invested in a role or position (often called authority) Example: Assigning an employee a task that is
part of their expected duties
SOURCES OF POWER & INFLUENCE
Referent power: Highly associated with the person and not the position Example: A good friend asking for a favor
Expert power: Associated with a person and not closely with the rank of a position Example: A mechanic recommending an oil
change
Coercive power: Associated with either a person or the rank attached to a person’s position Example: Threatening to reprimand employees
if certain obligations are not met
NORMS & CONFORMITY
Norms: Codes of conduct about what constitutes acceptable behavior Implicit norms Inside norms
Conformity: A tendency to believe, behave, and perceive in ways that are consistent with group norms Influenced by norms
INFLUENCING WITHOUT AUTHORITY
Using influence to get real and positive things accomplished through others in cases where one has no legitimate power from a position
Influence Tactics Rational persuasion Consultation Inspirational appeal Ingratiation Personal appeal Exchange Coalition Legitimizing Pressure
SOCIAL INFLUENCE WEAPONS
Robert Cialdini coined the term ‘social influence weapons.’
Cialdini’s six principles: Friendship / Liking Commitment & Consistency Scarcity Reciprocity Social Proof Appeals to Authority
PRINCIPLE 1: FRIENDSHIP / LIKING
Ingratiation Self-enhancement Enhancing the other
While attractiveness plays a big role in liking, we also like people because of their similarity to us, and because of the flattering treatment that they direct toward us.
PRINCIPLE 2: COMMITMENT & CONSISTENCY
Foot-in-the-Door Lowballing Bait and Switch
The important thing about these techniques is to gain a small degree of commitment, then turn it into something bigger.
PRINCIPLE 3: SCARCITY
Hard to Get Deadline One-of-a-Kind
People are particularly sensitive to a perceived loss, more so than to a perceived gain of the same magnitude.
Psychological Reactance Theory – When free choice is limited/threatened, the need to retain our freedom makes us want it more than before.
PRINCIPLE 4: RECIPROCITY
Door-in-the-Face That’s not all Foot-in-Mouth
With this approach, the person being influenced often did not request the service or action in the first place.
PRINCIPLE 5: SOCIAL PROOF
Repeated Affirmations Vivid Examples Name-Dropping
This is the most influential approach under two conditions: Uncertainty Similarity
PRINCIPLE 6: APPEALS TO AUTHORITY
Snob Appeal Appeal to Tradition Appeal to Novelty
These are most powerful when they concern obeying the requests of genuine authorities who possess recognized knowledge and wisdom.
MANAGING YOUR BOSS
Understand your boss’s mindset Attempt to see the world through your boss’s
eyes Try to communicate in your boss’s preferred style Understand yourself
When approaching your boss… Begin with the end in mind Specifically outline costs and benefits Ask for input after presenting your recommendation
How To Deal With an Incompetent Boss
PROFESSIONALISM
Defined as the capability to build relationships that bring out the best in people and the knowledge to navigate social situations
Power and influence… Comes from one’s relationships with people Is closely tied to one’s ability to form and
maintain strong, positive relationships
Professionalism is a source of trust and respect. One must be proactive and consistently work on building these relationships.
EFFECTIVE & INEFFECTIVE MANAGERS
Effective and influential managers: Highly organized, tough but fair and honest,
appreciative, caring
Ineffective managers: unorganized, flaky, insincere, dishonest,
unappreciative, uncaring, difficult to relate to Examples:
taking credit for an employee’s work not following up with employees or clients
BUILDING POSITIVE RELATIONSHIPS
Get to know your people
Show appreciation
Under-promise and over-deliver
BUILDING POSITIVE RELATIONSHIPS
Arrive early to work and meetings
Talk a little about yourself regularly
Be authentic
Don’t forget about manners and etiquette!
FIRST IMPRESSIONS & INTRODUCTIONS
First impressions are truly important and carry considerable weight.
It can be very difficult or even impossible to overcome a bad first impression.
Introductions should be short, but memorable. Learning to properly introduce others as well as
yourself is becoming increasingly important in today’s business world.
FIRST IMPRESSIONS & INTRODUCTIONS
Do… Develop a firm handshake Stand up when shaking hands or introducing
someone Use and remember names
FACE: Focus, Ask, Comment, Employ Respect seniority and age
Don’t… Avoid an introduction because it looks
uncomfortable Use the excuse “I’m bad with names” Use slang
SOCIAL NETWORKING
Social networking can be used to enhance power and influence. Have a positive outlook on needing help and
soliciting support. Go beyond your organization to industry events,
professional events, clubs, and associations. Manage your contacts using your phone,
computer, or even a ‘black book.’ To make a friend, you must be a friend.
How to Network