Increasing Your Influence Lisa Slattery Walker Leadership UNC Charlotte January 15, 2014

Overview Influence and Persuasion Nonverbal Negotiation

Influence and Persuasion

Influence Pressure to conform, especially applied to newcomers and in cohesive groups Attitude change versus compliance Importance of appearance

Being liked versus being seen as competent To 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

Other paths to influence Be group-oriented, not self-serving Apologize when appropriate Self-disclose Allow yourself to be influenced

Persuasion Effectiveness of persuasive messages depends on: ◦ The source ◦ The message ◦ The target

Nonverbal Negotiation

The Power of Body Language Posture 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

The Power of the Eyes DO: ◦ 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

Internal and External Power To increase external power: ◦ Keep the negotiating environment appropriate ◦ Be dressed and groomed appropriately ◦ Speak slowly and clearly ◦ Lower your voice tone ◦ Be courteous

Internal and External Power To increase internal power: ◦ Practice several times ◦ Be thoroughly prepared. Think through contingencies ◦ Have everything you need with you ◦ Truly believe in yourself