Influencing People

My professors were:
Scott DeRue, Ph. D.
Professor of Management.
Maxim Sytch, Ph. D.
Associate Professor of Management

VOCABULARY
Something new – for you ☺
Perception |pəˈsɛpʃ(ə)n| - восприятие, ощущение, понимание.
Irrelevant |ɪˈrɛlɪv(ə)nt| - неуместный, не относящийся к делу.
Supervisor |ˈsuːpəvʌɪzə| - руководитель.
Coercion |kəʊˈəːʃ(ə)n| - принуждение, насилие.
To internalize |ɪnˈtəːn(ə)lʌɪz| - перенимать, усваивать, впитывать.
Makeshift |ˈmeɪkʃɪft| - временный, импровизированный, замена.
Torture |ˈtɔːtʃə| - пытка, истязание.
To obtain |əbˈteɪn| - получать, приобретать, добиваться.
Poll |pəʊl| - голосование.
Overwhelming |əʊvəˈwɛlmɪŋ| - подавляющий, ошеломляющий, непреодолимый, потрясающий.
To cheer |tʃɪə| - болеть (за футбольный клуб)
To impede |ɪmˈpiːd| - препятствовать, мешать.
Persuasive |pəˈsweɪsɪv| - убедительный.

Week 1
Building Your Base of Power

Your power can be formally defined, for example your position or job title. Your power can be informal, for example your expertise or charisma give you power that enable you to influence others.

This is the Forbes Top Ten Most Powerful People in the World, as rated in 2014

He didn't have the type of power that these individuals have here as heads of state, or head of Google, or Microsoft, or the Gates Foundation.

What is
?

WEBER REALLY DESCRIBED OR DEFINED POWER AS THE ABILITY FOR ONE ACTOR, ONE PERSON TO CARRY OUT HIS OWN POSITION TO ACHIEVE HIS OWN GOALS, DESPITE RESISTANCE TO THOSE.
* Carry out – осуществлять, выполнять
A perceptual power
An actual power

The Umbrella Revolution - was a series of sit-in street protests that occurred in Hong Kong from 26 September to 15 December 2014. The protests began after the Standing Committee of the National People's Congress (NPCSC) issued a decision regarding proposed reforms to the Hong Kong electoral system. The decision was widely seen to be highly restrictive, and tantamount to the Chinese Communist Party's pre-screening of the candidates for the leader of Hong Kong.

The Benefits of Power
1. When you have the power, you are not afraid to express yourselves, not afraid to act.
2. Power has health benefits.

THE DARK SIDE OF POWER
Power leads you to be over confident.
You are confident and you don’t want to take advice from other people.

BASES OF POWER:
Structural, Personal and Cognitive
Structural bases of power - Legitimate, Reward, coercion.
Personal bases of power - Expertise, information and referent power.
Cognitive bases of power - Priming, beliefs

WITH POWER COMES RESPONSIBILITY.
*The Stanford Prison Experiment is I think is a wonderful example to study, to understand just how much responsibility comes with great power. In this study, Zimbardo and his colleagues put participants in this study into different positions. They were in a prison. A makeshift experimental prison, not an actual prison, but on the Stanford campus. And some of the participants were assigned to be the prison guards, and some participants were assigned to be the prisoners.
And then they were essentially asked to act out, and live as if they were in a prison. And what overtime would actually happen, was that the guards took advantage of their power. And ultimately use that power to take advantage of and even in some cases, torture their fellow participants. Even though the power was fictional and made up is part of the experiment. And a scary aspect of the study was that the participants who felt powerless, who were the prisoners, allowed it to happen as well. And it just goes to show you just how much responsibility comes with power.

Week 2.
Social proof

LIKING
Liking - is a very powerful influence tactic.

Non-verbal Influence
Body poses
EYE-contact .
Hand gestures

Building Relationships
WEEK 3

You can`t work with people and not get to know them. Show that you care about them.
Connecting to people on a personal and emotional level
Everybody's should have a voice in your workteam

Building a Reputation
You must advocate for yourself
*Remember, the really powerful underlying idea is that you don't own your reputation, other people do.

Building Influence From Day #1 on the Job
HOW????
Just make yourself known.
Don't come to work and be invisible.
So have an opinion, have a personality, work hard, do whatever people ask you to do, and good things happen.

Week 4
Influence and Manipulation

Influence
is formally defined as to affect or to change someone or something in an indirect but usually important way to have an influence on someone or something.
Manipulation
Is when you control or play upon by artful, unfair or insidious means, especially to one's own advantage.
So, the word influence often gets a positive connotation or a positive meaning because we assume that influence is used to influence for greater good, for goal accomplishment, for the group, for the team, for the organization.