Persuasion in Interpersonal Contexts

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Questions and Answers

What is the main focus of developing your POWER in a relationship?

To highlight the weaknesses of others

To avoid any form of cooperation

To dominate the conversation

To have the ability to fill another’s needs (correct)

How does having strong needs affect persuasion in a relationship?

It eliminates the need for any negotiation.

One party is likely to have an advantage over the other. (correct)

It makes cooperation impossible.

It guarantees an equal chance for both parties.

What does an accommodating strategy prioritize?

The outcome over the relationship

Immediate gains over long-term connections

Individual interests over mutual concerns

The relationship more than the outcome (correct)

What is the implication of having weak needs in a persuasion scenario?

There are no advantages in persuasion for either party. Signup and view all the answers

Which statement best describes the technique of back off in an accommodating strategy?

It emphasizes compromise over confrontation. Signup and view all the answers

What is one potential negative consequence of relying on coercive power?

Resentment and breakdowns in relationships Signup and view all the answers

In what way is power described as a 'relative' concept?

It is assessed in comparison to others' power Signup and view all the answers

How does perception impact one's power according to the content?

Perceived power can influence treatment regardless of reality Signup and view all the answers

What can enhance an individual's power in a specific context?

The situational context in which power is used Signup and view all the answers

Dependency is crucial for power because it establishes:

A power dynamic where one relies on the other Signup and view all the answers

What is the main emphasis of a competitive strategy?

Winning at all costs Signup and view all the answers

What should be the primary focus when identifying people's needs?

Filling the person's needs Signup and view all the answers

How can you recognize the needs of others effectively?

By observing their responses to your actions Signup and view all the answers

Which type of power is derived from personal traits such as charisma and likability?

Referent Power Signup and view all the answers

When a person is assertive and confrontational in negotiation, what outcome are they primarily seeking?

To win or secure a desired outcome Signup and view all the answers

What is the main characteristic of expert power?

It arises from having specialized knowledge or skills. Signup and view all the answers

Which of the following best describes legitimate power?

Power that comes from a recognized position of authority. Signup and view all the answers

What potential issue can arise from overusing reward power?

It may lead to a purely transactional relationship. Signup and view all the answers

How can a leader inspire loyalty without formal authority?

Through personal relationships and emotional connections. Signup and view all the answers

What is a potential effect of followers imitating a leader's behavior?

They tend to develop a similar attitude. Signup and view all the answers

Study Notes

Lecture 10: Persuasion in Practice (Interpersonal Context)

Persuasion in interpersonal contexts (family, relationships, friendships) can be challenging
Common experiences include disagreements, arguments, and feeling unheard
Difficulties often stem from impatience and self-centeredness on both sides
Persuasion in the workplace presents similar challenges
Factors like salary, employee turnover, and company resources influence workplace persuasion

Familiarity Bias & Assumed Familiarity

When interacting with someone you know, preexisting notions and biases can hinder persuasion
This can lead to dismissal of arguments and less open-mindedness
The assumption of familiarity can lead to a lack of effort in effective communication

Emotional History & Unwillingness to Admit Mistakes

Past conflicts and unresolved issues significantly impact interpersonal persuasion
Resistance to persuasion arises from entrenched views or a desire to avoid admitting mistakes
Admitting a change of mind or heart can be seen as a weakness, potentially hindering persuasion

Challenges of Persuasion

Maintaining the relationship while attempting persuasion is key
Disagreement without resentment and disappointment is challenging

Keys to Success

Apply prior lecture materials to improve persuasion in interpersonal situations
Value relationships within interactions; successfully maintaining a relationship is critical

Two Important Tips for Relationship Value Enhancement

Identifying people's needs is crucial
Recognizing personal power allows effective negotiation

Power in Relationships: Different Starting Points

Strong needs: Successful persuasion depends on the needs of both parties
Weak needs: Persuasion is more challenging when addressing weaker needs
Mild needs: Moderate success when addressing needs that fall between strong or weak needs
Power is relative and circumstantial

Importance of Relationship vs. Importance of Outcome

Accommodating Strategy: Prioritizing the relationship, making concessions
Competitive Strategy: Placing the desired outcome higher than the relationship

1/ Find People's Needs

Asking "How can I improve the relationship?" is problematic; a better approach is discerning the other person's needs
Identifying desires or needs through responses to actions is vital. Positive and negative responses reveal specific needs

Identifying Common Needs

Common needs exist across relationships (co-workers, families, lovers, friends)

2/ Develop Your Power to Fill Needs

Referent Power: Stems from charisma, likability, and the desire to associate with an individual. Leaders often utilize it
Expert Power: Arises from specialized knowledge, skills, or expertise that others lack. An expert has significant influence
Legitimate Power: Rooted in authority and accepted social roles
Reward Power: Based on the ability to provide benefits (praise, promotions, emotional support) to encourage compliance
Coercive Power: Based on the ability to impose punishments or take away privileges; involves fear

Principles of Power

Situational Power: Power varies greatly based on the circumstances surrounding the interaction
Relative Power: Power is judged relative against others. For example, a CEO's power differs with respect to company employees and the board of directors

Power Based on Perception

Others' perceptions of an individual's power can affect the outcome of an interaction, irrespective of the factual reality.
Factors like kids vs parents, salespeople vs customers, and employee vs employer contribute to perceptions of power.

Power Requires Dependency

The more dependent another person is on the influencer, the more power the influencer has in the relationship

Power to Terminate a Relationship

Ending a relationship often has significant power implications in interpersonal interactions (employer vs employees, and personal relationships)

Cautions

Relational bargaining chips should be avoided
Relationships' strengths should be leveraged in the persuasion process
Emphasize shared goals.

Don't Forget...

Persuasion is not guaranteed to influence everyone
Persuaders must recognize when it is appropriate or necessary to back down and compromise
Collaboration is effective and vital

Important Principles for Success in Persuasion

Focus on collective goals and problems
Reveal the motivations (underlying interests) behind desires
Be fair, understanding and respectful of other parties and their needs
Avoid a competitive and confrontational approach which can generate negative interactions and loss of rapport.

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Description

This quiz explores the intricacies of persuasion within interpersonal contexts, focusing on relationships, family, and workplace dynamics. It covers the challenges posed by familiarity bias, emotional history, and the impacts of past conflicts on effective communication. Understand how to navigate these hurdles to enhance persuasive skills.

Persuasion in Interpersonal Contexts - Lecture 10

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