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Power and Influence in Interpersonal Relationships
Power and Influence in Interpersonal Relationships
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Power and Influence in Interpersonal Relationships
- 1. INTERPERSONAL POWER Power inthe Relationship, Person, and Message
- 2. GAINING COMPLIANCE What strategies wouldyou use to sell me a Ford F150?
- 3. COMPLIANCE GAINING Strategies (Cialdini,1993) 1. Commitment 2. SocialValidation 3. Authority 4. Reciprocation 5. Scarcity 6. Liking
- 4. Beach Blanket Experiment: (Moriarty,1975) • Put blanket down 5 feet away from stranger, then left • Pretend thief steals radio • 4 out of 20 apprehended thief • “Please watch my things” request • 19 out of 20 apprehended thief COMMITMENT Once we make a choice, we feel pressured to act consistently with that commitment
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- 6. TOY COMPANIES & TheCommitment Exploitation
- 7. THE COMMITMENT The Parent’sPromise to the Kid
- 8. 1. Heavy pre-holidayadvertising 2. Kids request toy 3. Parents commit to buying toy 4. Companies undersupply toy stores 5. Toy is sold out everywhere 6. Parent buys a substitute toy 7. Heavy post-holiday advertising 8. Kids remind parents of their promise 9. Parents give in to avoid breaking promise TOY COMPANIES & The Commitment Exploitation Desire to be & look consistent in words, deeds, beliefs, attitudes
- 9. Social Proof/Validation: Thegreater the number of people who fi nd idea correct, the more an individual will perceive idea to be correct
- 10. Social Proof/Validation: Thegreater the number of people who fi nd idea correct, the more an individual will perceive idea to be correct
- 11. Social Proof/Validation: Thegreater the number of people who fi nd idea correct, the more an individual will perceive idea to be correct
- 12. AUTHORITY We comply torequests from authority fi gures Milgram’s Experiment: • Teacher & Learner • Q: Does punishment (shock) help learning? • Real Question: How far do people go in their obedience to authority?
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- 15. If the subjectindicated desire to halt the experiment, he was given a succession of verbal prods by the experimenter: 1. Please continue. 2. The experiment requires that you continue. 3. Whether the learner likes it or not, we must continue 4. It is absolutely essential that you continue. 5. You have no other choice, you must go on. If the subject still wished to stop after all successive verbal prods, the experiment was halted. • 65% administered the fi nal 450-volt shock
- 16. SCARCITY We assign morevalue to opportunities that are less available
- 17. SCARCITY We want somethingmore when it’s limited • Duct tape during terror scare of 2003 • Water, batteries, gas during an impending hurricane
- 18. LIKING We comply withrequests of people we like Tupperware Party Example: • Reciprocity - prizes for everyone • Commitment - describe uses publicly • Social Proof - other people are buying • Liking: • Purchase request comes from friend Strangers may use same principle to in fl uence us. Need to get us to like them: attraction, similarity, compliments.
- 19. RECIPROCATION We try torepay, in kind, what another has provided us To: Complete Stranger Christmas Card Experiment: (Kunz & Woolcot, 1976) • Cards sent to strangers • Response? • Cards came pouring back Ethiopian Government 1985 Mexican Government Earthquake Relief Ethiopian Relief Donation (Ethiopian Red Cross, 1985) • $5,000 to Mexico • Mexico had sent aid in 1935 during Italian invasion
- 20. HARE KRISHNA Good attention-getterbut bad for raising $ Problem: people disapproved of way they look, act, dress Solution: Rule of reciprocity is strong enough to overcome dislike for requester • Give gift (book, fl ower) before making the request for money • Don’t allow passersby to return gift • Benefactor-before-beggar strategy very successful
- 21. COMPLIANCE GAINING Strategies (Cialdini,1993) 1. Commitment 2. SocialValidation 3. Authority 4. Scarcity 5. Liking 6. Reciprocation
- 22. POWER 1. Referent Power 2.Legitimate Power 3. Expert Power 4. Info/Persuasive Power 5. Reward Power 6. Coercive Power in the Relationship Types of Power:
- 23. 1. Competence • Expertise •Knowledge 2. Character • Trustworthiness • Sincerity 3. Charisma • Dynamism POWER in the Person Based on Credibility:
- 24. • Hesitations • Toomany Intensi fi ers • Disquali fi ers • Tag Questions • Self-Critical statements • Slang andVulgarity POWER in the Message Language:
- 25. XEROX EXPERIMENT (Langer, Blank,and Chanowitz,1972) 1. Excuse me, I have 5 pages. May I use the Xerox machine? • successful about 60% of the time 2. Excuse me, I have 5 pages. May I use the Xerox machine because I am in a hurry? • 94% success when adding justi fi cation 3. Excuse me, I have 5 pages. May I use the Xerox machine because I need to make copies? • 93% success with meaningless justi fi cation Empty reason is just as effective as giving a good one - as long as the request is small How do justi fi cations in fl uence compliance?
- 26. • Speaking Power •Direct Requests • Bargaining • Ingratiation • Manipulation • Threatening POWER in the Message
- 27. • Dress RelativelyConservatively • Use Appropriate Facial Expressions & Gestures • Maintain Eye Contact • AvoidVocalized Pauses • Maintain Reasonably Close Distances POWER Nonverbal
- 28. • Respond inKind to Eye Flashes • Avoid Adaptors • Use Consistent Packaging • Select Easily Accessible Chair • Exert Firmer than Usual Handshake • Walk Slowly and Deliberately POWER Nonverbal
- 29. • Listen Actively •RespondVisibly but in Moderation • Maintain Focused Eye Contact • Resist Adaptors • Maintain Open Posture • Avoid Interrupting • Engage inVisual Dominance Behavior POWER Listening
- 31. SOCIAL VALIDATION We determinewhat is correct by fi nding out what other people think is correct Chicago Doomsday Cult: (When Prophecy Fails, Festinger, Riecken, Scharter, 1956) • Researchers in fi ltrated cult • Flood to destroy planet on Dec. 21, 1954 • Believers to be picked up by spaceship • Preparations: • removing metal from clothes • rehearsing passwords:“I left my hat at home”, “I am my own porter” • What happens when spaceship doesn’t appear?
- 32. DOOMSDAY CULT • Rationale:Group had spread so much light that God had saved the world from destruction • Decision to publicize the explanation • Before: no press, no recruiting • After: active recruiting • No physical proof (spacecraft/ fl ood) for validity of beliefs => need for social proof Social Proof/Validation: The greater the number of people who fi nd idea correct, the more an individual will perceive idea to be correct
- 33. WERTHER EFFECT • Commercialairline crashes increase by 1000% after highly publicized suicide stories (car crashes increase too) • Only in areas where suicide story was publicized • Why? Another Example of Social Proof (Phillips, 1979,1980)
- 34. WERTHER EFFECT • Suiciderates increases in those areas (imitation) • 58 more people than normal commit suicide within 2 months of highly publicized suicide • Crash stats due to hidden instances of imitative suicide • If young victim in story, more young people commit suicide • If old victim, more old people We use info about the way others behave to determine appropriate behavior