ed batista, interpersonal dynamics, class 7: influence
TRANSCRIPT
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Dynamics InterpersonalEd BatistaWinter 2016CLASS 7: INFLUENCE
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Why influencematters“I’d fire them, but…”
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A premiseWe strive to gain influenceWe fear losing influenceWe don’t admit this
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A premiseWe’re unclear on how to pursue it& we rarely get direct feedbackSo the topic is highly fraught
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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.
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What isinfluence?But what does that mean to you?
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Where does itcome from?
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6 principlesRobert Cialdini1. Reciprocity2. Commitment & consistency3. Social proof4. Liking5. Authority6. Scarcity
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6 principlesRobert Cialdini1. Reciprocity2. Commitment & consistency3. Social proof4. Liking5. Authority6. Scarcity
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I.D. ReaderWays we give away (& claim) powerInsufficient assertivenessExcessive assertiveness
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Discuss in yourtriosHow have I given away power or lost influence?How have I asserted power or gained influence?
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Pfeffer & Cuddy
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CuddyInfluence = warmth + strength(Establish warmth first)
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…and Top Quartile in Leadership
Effectiveness
Bottom Quartile in Likeability…
1 in 2000
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Touchy Feelyisn’t about being “touchy feely”
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CONTEXT Learning,
Awareness,& Behavioral
Change
Experimentation,Risk-Taking,
& Vulnerability
Safety, Trust, Intimacy
Initial Conditions
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CuddyInfluence = warmth + strength(Establish warmth first)
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Discuss in yourtriosWhat has confirmed or disconfirmed this thesis?
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Why It PaysClickbaitBeing a jerk fails in the long run
To Be A Jerk
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Why It PaysA touch of jerkinessDisagreeable givers
To Be A Jerk
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Discuss in yourtriosWhen have I displayed a touch of jerkiness?When have I been a disagreeable giver?
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PfefferAmbitionEnergyFocusSelf-knowledgeConfidenceEmpathy for othersCapacity to tolerate conflict
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PfefferAmbitionEnergyFocusSelf-knowledgeConfidenceEmpathy for othersCapacity to tolerate conflict
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Influence &social identity
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Influence &social identityAll US men: 15% taller than 6’F500 CEOs: 58% taller than 6’
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StressWe desire influence low influence is stressfulWe don’t admit it high influence is stressful
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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.”
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Dynamics InterpersonalFor more:www.edbatista.com/interpersonal-dynamics.html