Leadership Studies 1035A/B Lecture Notes - Lecture 6: Assertiveness, Active Listening, Peer Pressure
15 Mar 2019
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Influence can be with people, things or events. To influence leaders, aim to change another person"s attitudes, beliefs, values or actions. Influence vs persuasion persuasion is perceived as more negative. Approve and support manager plans and proposals. Power use model: hardness vs softness, push and pull tactics. Exchange: implicit a promise that other will receive rewards or tangible benefit if they comply (moderate) Legitimating: persuade other that the request is something they should comply with (low) Pressure: demands, threats or intimidation to comply (low) Assertiveness: repeatedly making requests, multiple timelines and expressing anger (low) Upward appeal: approval/acceptance of those in higher positions before talking to the group (low) Coalitions: seeks the aid of others to persuade them to do something, support other to make them agree (low) Softness: allows to decide whether to accept influence. Personal appeal: compliance to their request by asking a special favor for them : or relying on interpersonal relationships to influence their behavior (moderate)
