Interpersonal
Photo by Jason Eppink [link]
DynamicsEd Batista Class 7:
INFLUENCE
Discussion here for roughly an hourAn exercise in breakoutsT-group until 5:50pm & tonight
Today’s agenda
Photo by Theresa Thompson [link]
Why influencematters“I’d fire them, but…”
A premiseWe strive to gain influenceWe fear losing influenceWe don’t admit this
A premiseWe’re unclear on how to pursue it& we rarely get direct feedbackSo the topic is highly fraught
What isinfluence?Today’s assignment: The ability to help you achieve your learning goals as an individual & the ability to help the T-group achieve its goals as a whole.
What isinfluence?But what does that mean to you?
Discuss in yourtriosWhat is influence to me?
Where does itcome from?
6 principlesRobert Cialdini1. Liking2. Reciprocity3. Social proof4. Consistency5. Authority6. Scarcity
I.D. ReaderWays we give away & claim powerInsufficient assertivenessExcessive assertiveness
Discuss in yourtriosHow have I given away power or lost influence?How have I asserted power or gained influence?
Pfeffer & Cuddy
CuddyInfluence = Warmth + Strength(Establish warmth first)
…and Top Quartile in Leadership
Effectiveness
Bottom Quartile in Likeability…
1 in 2000
Touchy Feelyisn’t about being “touchy feely”
CONTEXT Learning,
Awareness,& Behavioral
Change
Experimentation,Risk-Taking,
& Vulnerability
Safety, Trust, Intimacy
Initial Conditions
CuddyInfluence = Warmth + Strength(Establish warmth first)
Discuss in yourtriosWhat has confirmed or disconfirmed this thesis?
Why It Pays To Be A Jerk
Photo by The Atlantic [link]
Why It Pays(The headline is clickbait)Being a jerk fails in the long run
To Be A Jerk
Why It PaysBut a touch of jerkiness is helpfulAnd disagreeable givers are highly effective
To Be A Jerk
Discuss in yourtriosWhen have I displayed a touch of jerkiness?When have I been a disagreeable giver?(In or out of T-group)
PfefferAmbitionEnergyFocusSelf-knowledgeConfidenceEmpathy for othersCapacity to tolerate conflict
PfefferAmbitionEnergyFocusThese are up to you
PfefferThese you can pursue in this courseSelf-knowledgeConfidenceEmpathy for othersCapacity to tolerate conflict
Influence &social identity
Influence &social identityAll US men: 15% taller than 6’F500 CEOs: 58% taller than 6’
Next stepsAn exercise, then T-group until 5:50pm & tonightWeek 7 Post-Group Assignment due Thurs @ NoonWeek 8 Readings & Class Notes on CanvasWeek 8 Pre-Class Assignment due Mon @ NoonNext class Tues Feb 28, 3pm here
StressWe desire influence Low influence is stressfulWe don’t admit it High influence is stressful
Traps“It’s just a function of airtime.”“Influence isn’t that important to me.”“This isn’t how I act in the real world.”
Dynamics InterpersonalFor more:www.edbatista.com/interpersonal-dynamics.html