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InterpersonalInterpersonal

Using InfluenceUsing InfluenceEthicallyEthically

Using InfluenceUsing InfluenceEthicallyEthically

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InfluenceInfluence

The process of changing the attitudes and/or actions of others

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Social PowerSocial Power• Coercive -Coercive - Perception that a person can harm

us physically or psychologically.

• Reward –Reward – Perception that a person can give or withhold money or other tangible goods.

• Legitimate –Legitimate – Power derived from being elected, appointed or holding a position of authority.

• ExpertExpert - - Power derived from having knowledge in a specific field.

• Referent –Referent – Power derived from image, charisma, or personality.

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PersuasionPersuasion

The intentional verbal attempt to influence the attitudes or behaviors of others using ethical means

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Reasons -Reasons - Statements that provide the basis or cause for some behavior or action

Claim -Claim - A statement of belief or a request for action

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Good ReasonsGood Reasons

• Are relevant to the claim

• Are well supported

• Focus on reasons that will have the

greatest impact on the person you’re

trying to influence

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CredibilityCredibility

The extent to which a source is perceived as:

Competent

Trustworthy

Likable

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TrustworthyTrustworthy The extent to which a source

is perceived as:

Dependable

Honest

Keeping promises

Acting for the good of others more than self

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LikeableLikeable

Congenial

Attractive

Warm

Friendly

The extent to which a source is perceived as:

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CompetentCompetent

The extent to which a source is perceived as:

Knowing what one is talking about

Having good information

Being a clear thinker

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Behaviors Essential to Behaviors Essential to Ethical PersuasionEthical Persuasion

• Tell the truth.

• Resist personal attacks against those

who oppose your ideas.

• Disclose the complete picture.

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Compliance Gaining Compliance Gaining StrategiesStrategies

• Supporting evidence –Supporting evidence – presents reasons and/or evidence

• Exchange –Exchange – offers trade-offs

• Direct-request –Direct-request – asks another to behave in a particular way

• Empathy-based –Empathy-based – appeals to another’s love, affection, or sympathy

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Compliance Gaining Compliance Gaining Strategies Strategies (continued)(continued)

• Face-maintenance –Face-maintenance – uses indirect messages and emotion-eliciting statements

• Other-benefit –Other-benefit – identifies behaviors that benefit the other person

• Distributive –Distributive – threatens a person or makes the person feel guilty

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Choosing a StrategyChoosing a Strategy

• Choose the strategy that is most likely

to be effective.

• Choose the strategy that will best

protect the relationship.

• Choose the strategy that is most

comfortable for you.

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Methods of Expressing Methods of Expressing Needs and RightsNeeds and Rights

• Passive –Passive – reluctant to state opinions, share feelings, or assume responsibility for their actions and often submits to others demands

• Assertiveness –Assertiveness – standing up for ourselves by exercising our personal rights while respecting the rights of others

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Methods of Expressing Methods of Expressing Needs and Rights Needs and Rights (continued)(continued)

• Aggressive – Aggressive – lash out at the source of their discontent with little regard for the situation or for the feelings, needs, or rights of those they are attacking

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Characteristics of Characteristics of Assertive BehaviorAssertive Behavior

• Owning feelings• Avoiding confrontational language• Using specific statements directed to the

behaviors at hand• Maintaining eye contact and firm body

position• Maintaining a firm but pleasant tone of voice• Avoiding hemming and hawing• Sensitivity to the face needs of others

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Cultural VariationsCultural Variations

In Asian cultures maintaining “face” and politeness may be more important than achieving personal satisfaction.

In Latin and Hispanic societies the concept of “machismo” often guides male behavior which goes beyond assertiveness.

Assertive behavior is practiced primarily in Western cultures.

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