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Increasing Your Influence

Increasing Your Influence . Lisa Slattery Walker Leadership UNC Charlotte January 15, 2014. Overview. Influence and Persuasion Nonverbal Negotiation. Influence and Persuasion. Influence. Pressure to conform, especially applied to newcomers and in cohesive groups

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Increasing Your Influence

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  1. Increasing Your Influence Lisa Slattery Walker Leadership UNC Charlotte January 15, 2014

  2. Overview • Influence and Persuasion • Nonverbal Negotiation

  3. Influence and Persuasion

  4. Influence • Pressure to conform, especially applied to newcomers and in cohesive groups • Attitude change versus compliance • Importance of appearance

  5. Being liked versus being seen as competent • To be liked: show interest, smile, nod, listen more than you talk, maintain eye contact, pay compliments, point out similarities • To be seen as competent: • Be liked • Make someone else seem competent

  6. Other paths to influence • Be group-oriented, not self-serving • Apologize when appropriate • Self-disclose • Allow yourself to be influenced

  7. Persuasion • Effectiveness of persuasive messages depends on: • The source • The message • The target

  8. Nonverbal Negotiation

  9. The Power of Body Language • Posture and Stance • Stand or sit up straight • When seated, place both feet flat on the floor • Lean forward • Don’t cross your arms • Hands • Don’t touch your face • Keep both hands out in the open • Do not grip or clasp your hands

  10. The Power of the Eyes • DO: • Make direct eye contact • Smile with the eyes as well as the mouth • Watch the pupils of their eyes • DON’T: • Stare or glare • Look away when someone is talking to you • Roll or rapidly move your eyes • Blink often

  11. Internal and External Power • To increase external power: • Keep the negotiating environment appropriate • Be dressed and groomed appropriately • Speak slowly and clearly • Lower your voice tone • Be courteous

  12. Internal and External Power • To increase internal power: • Practice several times • Be thoroughly prepared. Think through contingencies • Have everything you need with you • Truly believe in yourself

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