Power vs. Influence and Cialdini's Principles

Study Notes

Power is the authority to get things done, often through force.
Influence impacts beliefs and actions without force, aiming to change hearts and minds, generating respect.

Liking: People like others who like them. This includes similarity, praise, and cooperation.
Reciprocity: People reciprocate kindness. This involves modeling the preferred behavior to gain compliance and trust, fostering a cooperative relationship.

Controlling the agenda: Prioritize discussion topics to manage focus and time.
Influencing group norms: Establishing interaction norms, like time limits, and desired outcomes.
Managing speaking opportunities: Speaking early in discussions frames narratives and encourages allies to speak, using non-verbal cues to signal support.
Shaping decision-making rules: Selecting decision-making methods (majority rule, unanimity) and choosing between public and private vote.
Leveraging seating arrangements: Strategically positioning oneself to establish leadership or facilitate collaboration, and using table arrangements to encourage group dynamics or support.

Framing for common ground: Aligning the group around a shared responsibility.
Speaking strategically: Challenging an initial guilty consensus.
Using nonverbal cues: Showing support.
Providing evidence and logical arguments: Methodically deconstructing the case.
Leveraging group dynamics: Encouraging dissent to break groupthink and shift opinions.
Building coalitions: Forming alliances to create momentum.
Connecting emotionally: Appealing to justice with calmness.

Conformity: Members shift beliefs to fit in with the group, overriding personal judgment.
Groupthink: Focusing on consensus over critical evaluation, leading to poor decisions, lack of critical thinking & pressure to conform.

Decision-Making Under Pressure: Evaluating competing priorities (client expectations, ethical considerations).
Addressing Biases in the Workplace: Recognizing biases, confronting them and navigating systemic biases to foster inclusivity.
Ethical Leadership and Integrity: Balancing business needs with ethical responsibility, demonstrating courage to challenge discriminatory practices.

Understanding and Applying the Conflict Model: Understanding and addressing disagreements or differing viewpoints during group decision-making.
Root Cause Identification: Distinguishing individual vs. systemic issues; focusing on the "what" instead of the "who."
Encouraging Diverse Perspectives: using techniques like Devil's Advocate, and Dialectic Method for constructive dialogue
Balancing Compromise & Creativity: Utilizing decision making methods like brainstorming, Nominal Group Technique, Delphi technique for solution generation & prioritization.
Focus on Implementation: Assigning responsibilities & ensuring team commitment to the chosen solution.

Differing values, communication issues, resource limitations, biases/misperceptions, & unclear roles.

Strategic Essentials: Positions vs. Interests, BATNA, Reservation Price, Target Price, Bargaining Zone (ZOPA).
Types of Negotiation: Distributive (fixed pie, win-lose), Integrative (expand the pie, win-win).