using interpersonal influence ethically
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using interpersonal influence ethically

Using Interpersonal Influence Ethically


Interpersonal Persuasion

Compliance Gaining Strategies


interpersonal influence
Interpersonal Influence
  • Defined- symbolic efforts to preserve or change the attitudes or behavior of others.
  • Have you attempted to influence someone recently or has someone attempted to influence you recently?
interpersonal power
Interpersonal Power
  • Defined- a potential for changing attitudes, beliefs, and behaviors of a relational partner.
sources of power
Sources of Power
  • Coercive Power- comes from the perception that people can harm their partners physically and/or psychologically, should the partners resist an influence attempt.
sources of power6
Sources of Power
  • Reward Power- comes from providing partners with monetary, physical, or psychological benefits that the partners desire.
sources of power7
Sources of Power
  • Legitimate Power- comes from using the status that comes from being elected, being selected, or holding a position to influence a partner.
sources of power8
Sources of Power
  • Expert Power- comes from people having knowledge that their relational partners don’t have.
sources of power9
Sources of Power
  • Referent Power- comes from people being attracted to others because of their physical appearance,

image, charisma, or


principles of power
Principles of Power
  • Power is a Perception, not a fact.
principles of power11
Principles of Power
  • Power exists within a relationship.
  • It is not a personality trait or behavior, it is specific to each relationship
principles of power12
Principles of Power
  • Power is based on Resources.
principles of power13
Principles of Power
  • The person with less to lose has greater power.
principles of power14
Principles of Power
  • The person with more power can make and break the rules for the relationship.
principles of power15
Principles of Power
  • Power is not inherently good or bad.
  • Defined- the art of skillfully and ethically influencing the attitudes or behaviors of others by crafting verbal arguments using reasoning, credibility, and emotional appeals (logos, ethos, and pathos).
persuasive proofs
Persuasive Proofs
  • Reasons to Believe
  • Ethos- credibility
  • Pathos- emotional appeal
  • Logos- logic/wisdom
compliance gaining strategies
Compliance-Gaining Strategies
  • Defined- strategies for influencing others to do what you want them to do.
compliance gaining strategies19
Compliance-Gaining Strategies
  • Supporting Evidence
  • Exchange
  • Direct Request
  • Empathy Based
  • Face Maintenance
  • Other Benefit
  • Distributive
methods of expressing our needs and rights
Methods of Expressing Our Needs and Rights
  • Passive- the reluctance or failure to state opinions, share feelings, or assume responsibility for one’s actions
  • The lashing out at the source of one’s discontent with little regard for the situation or for the feelings, needs, or rights of those who are attacked
  • The art of declaring our personal preferences and defending our personal rights while respecting the preferences and rights of others.
assertive message skills
Assertive Message Skills
  • “I” Statements
  • Describe behaviors and feelings
  • Eye Contact and Confident Posture
  • Firm, but pleasant voice
  • Speak fluently
  • Be sensitive to the face needs of others