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Increasing Your Influence
Lisa Slattery WalkerLeadership UNC CharlotteJanuary 15, 2014
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OverviewInfluence and PersuasionNonverbal Negotiation
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Influence and Persuasion
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InfluencePressure to conform, especially
applied to newcomers and in cohesive groups
Attitude change versus compliance
Importance of appearance
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Being liked versus being seen as competentTo be liked: show interest, smile,
nod, listen more than you talk, maintain eye contact, pay compliments, point out similarities
To be seen as competent:◦Be liked◦Make someone else seem competent
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Other paths to influenceBe group-oriented, not self-
servingApologize when appropriateSelf-discloseAllow yourself to be influenced
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PersuasionEffectiveness of persuasive
messages depends on:◦The source◦The message◦The target
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Nonverbal Negotiation
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The Power of Body LanguagePosture and Stance
◦Stand or sit up straight◦When seated, place both feet flat on
the floor◦Lean forward◦Don’t cross your arms
Hands◦Don’t touch your face◦Keep both hands out in the open◦Do not grip or clasp your hands
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The Power of the EyesDO:
◦Make direct eye contact◦Smile with the eyes as well as the
mouth◦Watch the pupils of their eyes
DON’T:◦Stare or glare◦Look away when someone is talking
to you◦Roll or rapidly move your eyes◦Blink often
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Internal and External PowerTo increase external power:
◦Keep the negotiating environment appropriate
◦Be dressed and groomed appropriately
◦Speak slowly and clearly◦Lower your voice tone◦Be courteous
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Internal and External PowerTo increase internal power:
◦Practice several times◦Be thoroughly prepared. Think
through contingencies◦Have everything you need with you◦Truly believe in yourself