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10: Interpersonal

10: Interpersonal. Using Influence Ethically. Interpersonal Influence. “Symbolic efforts to preserve or change the attitudes or behavior of others.”. Interpersonal Power. Coercive - Perception that a person can harm us physically or psychologically.

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10: Interpersonal

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  1. 10: Interpersonal Using Influence Ethically CA 104 (Aitken)

  2. Interpersonal Influence “Symbolic efforts to preserve or change the attitudes or behavior of others.” CA 104 (Aitken)

  3. Interpersonal Power • Coercive - Perception that a person can harm us physically or psychologically. • Reward – Perception that a person can provide monetary, physical, or psychological benefits. • Legitimate – Power derived from being elected, selected, or holding a position of influence. • Expert - Power derived from having knowledge that partner does not. • Referent – Power derived from attraction due to appearance, charisma, or status. CA 104 (Aitken)

  4. Persuasion The intentional use of verbal messages to influence the attitudes or behaviors of others using ethical means CA 104 (Aitken)

  5. Reasons - Statements that provide the basis or cause for some behavior or action Claim - A statement of belief or a request for action CA 104 (Aitken)

  6. Good Reasons • Are relevant to the claim • Are well supported • Focus on reasons that will have the greatest impact on the person(s) you’re trying to influence CA 104 (Aitken)

  7. Personal Credibility The extent to which the target believes the speaker’s • Expertise (Competence) • Trustworthiness • Likability CA 104 (Aitken)

  8. Competence The impression made by people who seem to: • Know what they’re talking about • Have good information • Be clear thinkers CA 104 (Aitken)

  9. Trustworthiness The impression made by people who seem to be: • Dependable • Honest • Keep promises • Acting for the good of others more than for self CA 104 (Aitken)

  10. Congeniality Attractiveness Warmth Friendliness Likeability The combination of: CA 104 (Aitken)

  11. Behaviors Essential to Ethical Persuasion • Tell the truth. • Resist personal attacks against those who oppose your ideas. • Disclose the complete picture. CA 104 (Aitken)

  12. Appeals to Emotions • Emotions are often the driving force behind actions • Depends on mood of target • Focus on specific examples and experiences CA 104 (Aitken)

  13. Compliance Gaining Strategies • Supporting evidence – presents reasons and/or evidence • Exchange – offers trade-offs • Direct-request – asks another to behave in a particular way • Empathy-based – appeals to another’s love, affection, or sympathy CA 104 (Aitken)

  14. Compliance Gaining Strategies (continued) • Face-maintenance – uses indirect messages and emotion-eliciting statements • Other-benefit – identifies behaviors that benefit the other person • Distributive – threatens a person or makes the person feel guilty CA 104 (Aitken)

  15. Choosing 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. CA 104 (Aitken)

  16. Methods of Expressing Needs and Rights • Passive – reluctant to state opinions, share feelings, or assume responsibility for their actions • Aggressive – lash out at the source of one’s discontent with little regard for the situation or for the feelings, needs, or rights of those that are attacked • Assertive – standing up for ourselves by exercising our personal rights while respecting the preferences rights of others CA 104 (Aitken)

  17. Characteristics of Assertive Behavior • Own ideas, thoughts, and feelings • Describe behavior and feelings • Maintain regular eye contact and a self-confident posture • Use a firm but pleasant tone of voice • Speak fluently • Be sensitive to the face needs of others CA 104 (Aitken)

  18. Asian and South American cultures value accord and harmony. In Latin and Hispanic societies the concept of “machismo” often guides male behavior which goes beyond assertiveness. Cultural Variations • Assertive behavior is practiced primarily in Western cultures. CA 104 (Aitken)

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