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Cohen Conflict Response Style in Aamodt & Raynes Text Project B after Ch 6
Salary NegotiationPakistani Prunes
SimulationsInventories
Influencing Others & Managing Conflict
Relation between Inventories, Simulations & Readings
1. Keys & Case2. Cialdini3. Thompson &
Leonardelli (already covered)
Readings
• 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
• 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
LegitimateCoercive
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
Legitimate Coercive Reward Referent Expert
Appealsto authority
Pressure Tactics
Exchange benefits
InspirationalAppeals
Rational Persuasion
Influence
Appeals to authority
Pressure Tactics
Exchange benefits
Inspirational Appeals
Rational Persuasion Ingratiation
Consultation
PowerTypes 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
InfluenceLiking (ingratiation)
Exchange Norms
Whether similar others are influenced
Expertise
Public commitment & preference for consistency
Scarcity
InfluenceLiking
1st Study supporting the link
Guest liked Hostess more
Guest likedHostess less
Amount of Tupperware products purchased
More Less
InfluenceLiking
2nd Study supporting the link:
High Similarity* to Salespersons
Low Similarity* to Salespersons
Probability of purchasing insurance policies
High Low
Similarity measured in terms of age, religion, politics etc.
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
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%
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?
1st 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
High Low
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
High Low
2nd 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?
1st study supporting the link
Public commitment & 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
High Low
Public commitment & consistency Influence
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
High Low
2nd 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 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
High Low
1st 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
High Low
2nd 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?
What affects the effectiveness of influence
InfluenceLiking (ingratiation)
Exchange Norms
Whether similar others are influenced
Public commitment & preference for consistency
ScarcityExpertise
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
• 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
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?
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
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
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)
+ Equal chance
-
Rational explanation x
Telling, arguing, talking w/out support
X
Presenting a complete plan X
Being persistent/repetitive x
Relative success (+) & failure (-) Of tactic typically used on supervisors:
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’
• 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....
• 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
• 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
InfluenceLiking (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
• 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…
• 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)
• 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.....