1. The document outlines an agenda for a class on influence that includes a discussion, breakout exercises, and topics like the six principles of influence according to Robert Cialdini, ways people give and claim power, and influence coming from warmth and strength. 2. It discusses how people strive for influence but fear losing it and covers influence relating to social identity factors like height for CEOs. 3. The class will conclude with an exercise, then participants will work in their groups until 5:50pm and have an assignment due the following week along with readings for the next class.

1. Interpersonal
Photo by Jason Eppink [link]
Dynamics
Ed Batista
Class 7:
INFLUENCE

2. Discussion here for roughly an hour
An exercise in breakouts
T-group until 5:50pm & tonight
Today’s agenda
Photo by Theresa Thompson [link]

3. Why influence
matters
“I’d fire them, but…”

4. A premise
We strive to gain influence
We fear losing influence
We don’t admit this

5. A premise
We’re unclear on how to pursue it
& we rarely get direct feedback
So the topic is highly fraught

6. What is
influence?
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.

7. What is
influence?
But what does that mean to you?

8. Discuss in your
trios
What is influence to me?

9. Where does it
come from?

10. 6 principles
Robert Cialdini
1. Liking
2. Reciprocity
3. Social proof
4. Consistency
5. Authority
6. Scarcity

11. I.D. Reader
Ways we give away & claim power
Insufficient assertiveness
Excessive assertiveness

12. Discuss in your
trios
How have I given away power or lost influence?
How have I asserted power or gained influence?

13. Pfeffer & Cuddy

14. Cuddy
Influence = Warmth + Strength
(Establish warmth first)

15. …and Top Quartile in
Leadership Effectiveness
Bottom Quartile in
Likeability…
1 in 2000

16. Touchy Feely
isn’t about being “touchy feely”

17. CONTEXTLearning,
Awareness,
& Behavioral
Change
Experimentation,
Risk-Taking,
& Vulnerability
Safety, Trust, Intimacy
Initial Conditions

18. Cuddy
Influence = Warmth + Strength
(Establish warmth first)

19. Discuss in your
trios
What has confirmed or disconfirmed this thesis?

20. Why It Pays
To Be A Jerk
Photo by The Atlantic [link]

21. Why It Pays
(The headline is clickbait)
Being a jerk fails in the long run
To Be A Jerk

22. Why It Pays
But a touch of jerkiness is helpful
And disagreeable givers are highly effective
To Be A Jerk

23. Discuss in your
trios
When have I displayed a touch of jerkiness?
When have I been a disagreeable giver?
(In or out of T-group)

24. Pfeffer
Ambition
Energy
Focus
Self-knowledge
Confidence
Empathy for others
Capacity to tolerate conflict

25. Pfeffer
Ambition
Energy
Focus
These are up to you

26. Pfeffer
These you can pursue in this course
Self-knowledge
Confidence
Empathy for others
Capacity to tolerate conflict

27. Influence &
social identity

28. Influence &
social identity
All US men: 15% taller than 6’
F500 CEOs: 58% taller than 6’

29. Stretching
Photo by Michael Dunn [link]

30. Next steps
An exercise, then T-group until 5:50pm & tonight
Week 7 Post-Group Assignment due Thurs @ Noon
Week 8 Readings & Class Notes on Canvas
Week 8 Pre-Class Assignment due Mon @ Noon
Next class Tues Feb 28, 3pm here

31. Challenge
yourself
Photo by Daniel Oines [link]

32. Stress
Photo by Sara V. [link]

33. Stress
We desire influence  Low influence is stressful
We don’t admit it  High influence is stressful

34. Traps
Photo by Casey Fleser [link]

35. 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.”

36. Dynamics
Interpersonal
For more:
www.edbatista.com/interpersonal-dynamics.html