Ch 15 notes - Ch. 15 notes 1. 2. 3. 4. 5. 6. 7. 8. 9....

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Ch. 15 notes 1. Explain the concept of mutuality of interest. Managers are constantly challenged to foster mutuality of interest (a win–win situation) between individual and organizational interests. Organization members need to actively cooperate with actual and potential adversaries for the common good. 2. Name at least three “soft” and two “hard” influence tactics, and summarize the practical lessons from influence research. Five soft influence tactics are rational persuasion, inspirational appeals, consultation, ingratiation, and personal appeals. They are more friendly and less coercive than the four hard influence tactics: exchange, coalition tactics, pressure, and legitimating tactics. According to research, soft tactics are better for generating commitment and are perceived as more fair than hard tactics. Ingratiation— making the boss feel good through compliments and being helpful—can slightly improve performance appraisal results and make the boss like you a lot more. Influence through domination is a poor strategy for both men and women. Influence is a complicated and situational process that needs to be undertaken with care, especially across cultures. 3. Identify and briefly explain Cialdini's six principles of influence and persuasion. They are liking (people tend to like those who like them), reciprocity (belief that good and bad deeds should be repaid in kind), social proof (people tend to follow those most like themselves), consistency (people tend to do what they are publicly committed to doing), authority (people tend to defer to and
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This note was uploaded on 03/23/2008 for the course MAN 336 taught by Professor Edwards during the Spring '08 term at University of Texas at Austin.

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Ch 15 notes - Ch. 15 notes 1. 2. 3. 4. 5. 6. 7. 8. 9....

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