MGTA35H3 Midterm: Reading Notes: 11.Harnessing the Science of Persuasion
Document Summary
The application: uncover real similarities and offer genuine praise. If you want to influence people, win friends. Managers can use similarities to create bonds with a recent hire, the head of another department, or even a new boss. Praise: the other reliable generator of affection, both charms and disarms. Managers can use praise to repair one that"s damaged or unproductive. The application: give what you want to receive. E. g. , enclosing a small gift in the envelope for raising funds. Gift giving is one of the cruder applications of the rule of reciprocity. The application: use peer power whenever it"s available. e. g. , the longer the donor list is, the more likely the solicited would be donate as well. The lesson can help a manager faced with the task of selling a new corporate initiative. Ask an old-timer who supports the initiative to speak up for it at a team meeting when a group of veteran employee is resisting.
