Chapter 11: Influence and Persuasion

Interpersonal Influence The act of changing the attitudes or behaviors of others

Types of Interpersonal Power Coercive Reward Punishment Legitimate Authority Expert Referent Knowledge Scarcity Persuasion

Principles of Power Power is a perception, not a fact. Power exists within a relationship. Power is not inherently good nor bad. The person with more power can make and break the rules for the relationship. Everybody has some element of power.

Persuasion Using verbal messages designed to influence the attitudes and behaviors of others

The Elaboration Likelihood Model (ELM) Theory that people will use mental shortcuts or critical thinking skills when processing persuasive messages People are cognitively lazy We only want elaboration on messages deemed worthy Central Routes Peripheral Routes

ELM Peripheral Route Central Route Automatic processing Six heuristics guide behavior: Reciprocity Social proof Liking Authority Consistency Scarcity Conscious processing Critical thinking skills We use when: The issue is important We feel capable of analyzing and understanding the issue We have time

The effects of Persuasive Appeals depends on: The quality of the reasoning The source credibility The perceived honesty of emotional appeals 8

Good Reasons (Inferences) Are relevant to the claim Are well supported They make logical connections They are based on facts Are meaningful to the person you are trying to persuade

Elements of Credibility Trust Knowledge or Experience Likeability (referent power) Common Ground Organization

People become trustworthy when they are Dependable and Honest Keep their promises are Selfless (they put other’s needs in front of their own) Demonstrate Common Ground

Likeability is the combination of Congeniality Attractiveness Warmth Friendliness

Appeals to Emotions Emotions are often the driving force behind actions. Messages motivate others to act. Effectiveness depends on mood/attitude of partner and word choice.

Behaviors Essential to Ethical Persuasion Tell the truth. Resist personal attacks against those who oppose your ideas. Show that you care about the effects on others. Disclose the complete picture.

Asserting Rights and Expectations Passive – reluctant to state opinions, share feelings Aggressive – lash out with little regard for the situation or for the feelings, needs, or rights of others Passive-aggressive – exhibiting aggressive behavior by being unresponsive or stubborn or refusing to help Assertive – truthfully expressing rights and needs while respecting others

Passive Approach Concealing feelings rather than voicing rights and expectations Usually ineffective Causes We may not believe we have rights Fear that complaining will damage relationship Lack self-esteem Lack social skills to stand up for ourselves

Aggressive Approach Name-calling, threatening, judging, faultfinding Passive-aggressive behavior: messages indirectly express hostility (stubbornness, unresponsiveness, etc.) Different from argumentativeness: defending our own ideas or attacking the reasoning of others while giving them respect

Social Media Flaming Flaming: sending an aggressive message using social media Microsoft Office

Assertive Approach Declaring and defending personal rights/expectations in clear, direct, and honest manner while respecting the rights of others Focuses on interests of both parties Being assertive involves risk that you will be perceived as aggressive.

Assertive Message Skills Make “I” statements. Describe behavior and feelings. Maintain regular eye contact and a self-confident posture. Use a firm but pleasant tone of voice. Be sensitive to the face needs of others.

Making a Complaint Begin by doing facework. Assume the violation was unintentional. Describe how your rights/expectations were violated. Describe how you feel about what has happened. Invite the person to comment on or paraphrase what you said.

Making a Request Assume that your partner is willing to change behavior if he or she understands the problem. Politely but directly describe what you want the other person to do. Do facework. Describe how the behavior violates your rights/expectations. Offer an alternative to your partner’s unacceptable behavior. Assume compliance and thank him or her.

Refusing a Request Directly own that you are not willing to agree to the request. State a generalized reason for your refusal, but don’t feel obligated to disclose private thoughts. When possible, offer an alternative.

Cultural Variations Assertive behavior is practiced primarily in Western cultures. Asian cultures are less likely to engage in assertiveness in an effort to maintain harmony. In Latin and Hispanic societies the concept of “machismo” often guides male behavior that goes beyond assertiveness.