1. Cohen Conflict Response Style in Aamodt & Raynes Text Project B after Ch 6 Salary Negotiation Pakistani Prunes SimulationsInventories Influencing Others & Managing Conflict Relation between Inventories, Simulations & Readings 1.Keys & Case 2.Cialdini 3.Thompson & Leonardelli (already covered) Readings

2. Influencing Others & Managing Conflict –Theoretical Understanding from Readings Lecture on Cialdini, Keys & Case Readings Short review of Thompson & Leornardelli reading Practical Application from Simulations Do Salary Negotiation Exercise Discuss learning from Salary Negotiation Exercise Sequence of Activities for Today

3. 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

4. Having personal or positional resources to change situations or people’s attitudes & behaviors What is power Yukl, 1989

5. 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

6. Using one’s personal/positional resources to change people’s behaviors or attitudes –aka persuasion What is Influence Yukl, 89; Yukl & Van Fleet 92

7. 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

8. 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

9. Types of Power & Types of Influence Tactics LegitimateCoerciveRewardReferent Expert Appeals to authority Pressure Tactics Exchange benefits Inspirational Appeals Rational Persuasion

10. 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

11. √ 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

12. What affects the effectiveness of influence Influence Liking (ingratiation) Exchange Norms Whether similar others are influenced Expertise Public commitment & preference for consistency Scarcity

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

14. 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.

15. 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

16. 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?

17. 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%

18. 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?

19. 1 st Study supporting the link Whether similar others are influenced Influence Long lists of neighbors who also donated Short lists of neighbors who donated Probability of donating to charity HighLow

20. 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

21. 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?

22. 1 st study supporting the link Public commitment & consistencyInfluence 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

23. Public commitment & 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

24. 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?

25. 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

26. 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

27. 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

28. 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?

29. What affects the effectiveness of influence Influence Liking (ingratiation) Exchange Norms Whether similar others are influenced Public commitment & preference for consistency Scarcity Expertise

30. Effectiveness of factor depends on relationship with person being influenced Supervisors vs. Subordinates vs. Peer –Keys & Case Study Practicing managers descriptions of one successful and one unsuccessful influence tactic on different types of targets Analyzed 250 influence tactics

31. Peers were more likely to be influenced by the MBA student employee’s proposal when told about support from other peers for that proposal Peers are more likely to be influenced when similar others are also influenced Whether similar others are influenced Influence Peer vs. supervisor vs. subordinate

32. Students reflect orally.... Why are peers more likely to be influenced by similar others’ actions (when compared to supervisors/subordinates) Based on the research regarding peers, what specific thing should you have done/said or what specific thing did you do to influence the peer in Pakistani Prunes?

33. Liking/ingratiation has more of an impact when influencing supervisors Liking/Ingratiation Influence Type of relationship w/person being influenced Ingratiation= Making supervisor feel good, or like you

34. Expertise/rational plans has more of an impact when influencing supervisors Expertise/Rational persuasion Influence Type of relationship w/person being influenced Expertise/Rational persuasion= Using logical argument & facts to persuade the other that the request is practical and can result in task objectives

35. Students reflect orally.... Which role should use expertise & liking in the salary negotiations? Why? How will that help? –Illustrate with specific things you will say/do Why are supervisors more likely to be influenced by ingratiation and rational persuasion (when compared to peers/ subordinates)

36. +Equal chance - Rational explanationx Telling, arguing, talking w/out support X Presenting a complete planX Being persistent/repetitivex Relative success (+) & failure (-) Of tactic typically used on supervisors:

37. Authority/Legitimating tactics have more of an impact when influencing subordinates Authority Influence Type of relationship w/person being influenced Legitimating tactics=Persuading subordinate to do what you want because you have the authority/right to ask him/her to do so bec. of your position or bec. it is organizational ‘policy’

38. Why are subordinates more likely to be influenced by authority/legitimating tactics (when compared to peers/supervisors) Which role should use authority in the salary negotiations? Why? How will that help? –Illustrate with specific things you will say/do Students reflect orally....

39. Setting goals etc. –Identifying for the subordinate what is expected of him/her (goal), Showing confidence etc (inspirational) –Increasing confidence in the subordinate’s capability of accomplishing task –Motivating subordinate by appealing to his/her values, ideas, goals Other successful tactics to use w/subordinates

40. Soliciting ideas (Consultation) –Seeking subordinate participation in planning an activity that subordinate will be involved in or modifying the activity to deal with subordinate concerns/suggestions on how to carry it out Other successful tactics to use w/subordinates

41. Influence Liking (ingratiation) Whether similar others are influenced Expertise Authority Effectiveness of factor depends on relationship with person being influenced Type of relationship w/person being influenced

42. Difference between Power & Influence –Having resources vs. using them Factors affecting the effectiveness of influence –Liking, –public commitment & consistency, – expertise/authority, –whether similar others are influenced, –exchange norms, –Scarcity of resources What you learned from lecture on readings…

43. How does your relationship with the person you are trying to influence change how effective these factors are –Ingratiation & rational explanations are more effective with supervisors –Using authority is more effective with subordinates –Having the support of similar other is more effective with peers What you learned from lecture on readings… cont’d)

44. Influencing Others & Managing Conflict –Theoretical Understanding from Readings √ Lecture on Cialdini, Keys & Case Readings Short review of Thompson & Leornardelli reading Practical Application from Simulations Do Salary Negotiation Exercise Discuss learning from Salary Negotiation Exercise What’s next.....