Inter-Act, 13 th Edition. Chapter 11 Interpersonal Influence. Chapter Objectives. Discuss the sources and principles of interpersonal power Describe the processing of influence attempts Describe the types of effective persuasive messages
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Influence: The act of changing the attitudes or behaviors of others
Power: The potential that you have to influence the attitudes, beliefs, and behaviors of someone else
Using verbal messages designed to influence the attitudes and behaviors of others
Peripheral vs. Central
goes beyond assertiveness.