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Using Interpersonal Influence Ethically

Using Interpersonal Influence Ethically. Power Interpersonal Persuasion Compliance Gaining Strategies Assertiveness. Interpersonal Influence. Defined- symbolic efforts to preserve or change the attitudes or behavior of others. Examples.

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Using Interpersonal Influence Ethically

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  1. Using Interpersonal Influence Ethically Power Interpersonal Persuasion Compliance Gaining Strategies Assertiveness

  2. Interpersonal Influence • Defined- symbolic efforts to preserve or change the attitudes or behavior of others.

  3. Examples • Have you attempted to influence someone recently or has someone attempted to influence you recently?

  4. Interpersonal Power • Defined- a potential for changing attitudes, beliefs, and behaviors of a relational partner.

  5. Sources of Power • Coercive Power- comes from the perception that people can harm their partners physically and/or psychologically, should the partners resist an influence attempt.

  6. Sources of Power • Reward Power- comes from providing partners with monetary, physical, or psychological benefits that the partners desire.

  7. Sources of Power • Legitimate Power- comes from using the status that comes from being elected, being selected, or holding a position to influence a partner.

  8. Sources of Power • Expert Power- comes from people having knowledge that their relational partners don’t have.

  9. Sources of Power • Referent Power- comes from people being attracted to others because of their physical appearance, image, charisma, or personality.

  10. Principles of Power • Power is a Perception, not a fact.

  11. Principles of Power • Power exists within a relationship. • It is not a personality trait or behavior, it is specific to each relationship

  12. Principles of Power • Power is based on Resources.

  13. Principles of Power • The person with less to lose has greater power.

  14. Principles of Power • The person with more power can make and break the rules for the relationship.

  15. Principles of Power • Power is not inherently good or bad.

  16. Persuasion • Defined- the art of skillfully and ethically influencing the attitudes or behaviors of others by crafting verbal arguments using reasoning, credibility, and emotional appeals (logos, ethos, and pathos).

  17. Persuasive Proofs • Reasons to Believe • Ethos- credibility • Pathos- emotional appeal • Logos- logic/wisdom

  18. Compliance-Gaining Strategies • Defined- strategies for influencing others to do what you want them to do.

  19. Compliance-Gaining Strategies • Supporting Evidence • Exchange • Direct Request • Empathy Based • Face Maintenance • Other Benefit • Distributive

  20. Methods of Expressing Our Needs and Rights • Passive- the reluctance or failure to state opinions, share feelings, or assume responsibility for one’s actions

  21. Aggressive • The lashing out at the source of one’s discontent with little regard for the situation or for the feelings, needs, or rights of those who are attacked

  22. Assertive • The art of declaring our personal preferences and defending our personal rights while respecting the preferences and rights of others.

  23. Assertive Message Skills • “I” Statements • Describe behaviors and feelings • Eye Contact and Confident Posture • Firm, but pleasant voice • Speak fluently • Be sensitive to the face needs of others

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