MGMT1021 Chapter Notes - Chapter 7: Reciprocal Liking, Cognitive Bias, Norm (Social)
18 Oct 2016
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Topic 7: persuasion, influence, and impression management (p233-242) People use purposeful techniques in the workplace for many reasons including attempts to change people"s behavior, sell ideas, gain resources, or shape impressions. These techniques are called persuasion tactics are used to wield influence in social contexts such as negotiations, distribution of organizational resources like salary or time off, or even in workload distribution in group projects. The use of influence can be seen as a form of organizational politics, which is any behavior by people in organizations, based on social power and designed to get one"s way. Effective means of exerting influence in a wide variety of contexts. Works by getting the individuals who targets of persuasion to forego careful evaluation and logical analysis of requests in favor of more mindless compliance. Such compliance is gained because the targets of persuasion. Rely on cognitive biases and heuristics, which are shorthand decision making rules or assumptions.
