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 Legitimate Coercive 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 LegitimateCoerciveRewardReferent Expert Appeals to authority Pressure Tactics Exchange benefits Inspirational Appeals Rational Persuasion

Influence Appeals to authority Pressure Tactics Exchange benefits Inspirational Appeals Rational Persuasion Ingratiation Consultation Power Types 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 Influence Liking (ingratiation) Exchange Norms Whether similar others are influenced Expertise Preference for consistency Scarcity

InfluenceLiking 1 st Study supporting the link Guest liked Hostess more Guest liked Hostess less Amount of Tupperware products purchased MoreLess

InfluenceLiking 2 nd Study supporting the link: High Similarity* to Salespersons Low Similarity* to Salespersons Probability of purchasing insurance policies HighLow 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?

1 st 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 HighLow

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 HighLow 2 nd 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?

1 st 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 HighLow

Preference for consistencyInfluence 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 HighLow 2 nd 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 HighLow 1 st 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 HighLow 2 nd 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 Influence Liking (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 Influence Liking (ingratiation) Exchange Norms Whether similar others are influenced Expertise Preference for consistency Scarcity

How did these factors affect your negotiation? Negotiation Type of Relationship between parties Type of Emotions Perceptions of Parties Ability to Invent Options Type of BATNA Bargaining Style