The document discusses the concept of influence within interpersonal dynamics, emphasizing its significance in achieving personal and group goals. It outlines six principles of influence according to Robert Cialdini and explores the balance of assertiveness in gaining or losing influence. The text also touches on the interplay between influence, social identity, and the stress associated with low or high influence.

1. Dynamics
Interpersonal
Ed Batista
Winter 2016
CLASS 7: INFLUENCE

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

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

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

5. 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.

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

7. Where does it
come from?

8. 6 principles
Robert Cialdini
1. Reciprocity
2. Commitment & consistency
3. Social proof
4. Liking
5. Authority
6. Scarcity

9. 6 principles
Robert Cialdini
1. Reciprocity
2. Commitment & consistency
3. Social proof
4. Liking
5. Authority
6. Scarcity

10. I.D. Reader
Ways we give away (& claim) power
Insufficient assertiveness
Excessive assertiveness

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

12. Pfeffer & Cuddy

13. Cuddy
Influence = warmth + strength
(Establish warmth first)

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

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

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

17. Cuddy
Influence = warmth + strength
(Establish warmth first)

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

19. Why It Pays
Clickbait
Being a jerk fails in the long run
To Be A Jerk

20. Why It Pays
A touch of jerkiness
Disagreeable givers
To Be A Jerk

21. Discuss in your
trios
When have I displayed a touch of jerkiness?
When have I been a disagreeable giver?

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

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

24. Influence &
social identity

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

26. Stretching
Photo by Michael Dunn [link]

27. Stress
Photo by Sara V. [link]

28. Stress
We desire influence  low influence is stressful
We don’t admit it  high influence is stressful

29. Traps
Photo by Casey Fleser [link]

30. 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.”

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