cohen conflict response style in aamodt & raynes text project b after ch 6 salary negotiation...

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

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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.....