ed batista, interpersonal dynamics, class 7: influence
TRANSCRIPT
Dynamics InterpersonalEd BatistaWinter 2016CLASS 7: INFLUENCE
Why influencematters“I’d fire them, but…”
A premiseWe strive to gain influenceWe fear losing influenceWe don’t admit this
A premiseWe’re unclear on how to pursue it& we rarely get direct feedbackSo the topic is highly fraught
What isinfluence?Today’s assignment: The ability to help you achieve your learning goals as an individual & the ability to help the T-group achieve its goals as a whole.
What isinfluence?But what does that mean to you?
Where does itcome from?
6 principlesRobert Cialdini1. Reciprocity2. Commitment & consistency3. Social proof4. Liking5. Authority6. Scarcity
6 principlesRobert Cialdini1. Reciprocity2. Commitment & consistency3. Social proof4. Liking5. Authority6. Scarcity
I.D. ReaderWays we give away (& claim) powerInsufficient assertivenessExcessive assertiveness
Discuss in yourtriosHow have I given away power or lost influence?How have I asserted power or gained influence?
Pfeffer & Cuddy
CuddyInfluence = warmth + strength(Establish warmth first)
…and Top Quartile in Leadership
Effectiveness
Bottom Quartile in Likeability…
1 in 2000
Touchy Feelyisn’t about being “touchy feely”
CONTEXT Learning,
Awareness,& Behavioral
Change
Experimentation,Risk-Taking,
& Vulnerability
Safety, Trust, Intimacy
Initial Conditions
CuddyInfluence = warmth + strength(Establish warmth first)
Discuss in yourtriosWhat has confirmed or disconfirmed this thesis?
Why It PaysClickbaitBeing a jerk fails in the long run
To Be A Jerk
Why It PaysA touch of jerkinessDisagreeable givers
To Be A Jerk
Discuss in yourtriosWhen have I displayed a touch of jerkiness?When have I been a disagreeable giver?
PfefferAmbitionEnergyFocusSelf-knowledgeConfidenceEmpathy for othersCapacity to tolerate conflict
PfefferAmbitionEnergyFocusSelf-knowledgeConfidenceEmpathy for othersCapacity to tolerate conflict
Influence &social identity
Influence &social identityAll US men: 15% taller than 6’F500 CEOs: 58% taller than 6’
StressWe desire influence low influence is stressfulWe don’t admit it high influence is stressful
Traps“It’s just a function of airtime.”“Influence isn’t that important to me.”“This isn’t how I act in the real world.”
Dynamics InterpersonalFor more:www.edbatista.com/interpersonal-dynamics.html