Session 5 Social Influence.docx - Session 5 Summary – Social Influence What is social influence and why does it matter Social influence can be defined

Session 5 Social Influence.docx - Session 5 Summary –...

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Session 5 Summary – Social Influence What is social influence and why does it matter? Social influence can be defined as “the change in behavior that one person causes in another, intentionally or unintentionally.” Or as Robert Cialdini puts it “Social influence is about getting people to say yes.” Knowing about social influence is important for you as you will be dealing a lot with other individuals and teams to tackle organizational issues. Exerting social influence can help you get what you want or help other people do so. It also helps you to get people aligned when they have different agendas and opinions (like in 12 Angry Men). Finally, social influence can help you make sure that people work towards the collective goals that are set for them in organizations and can help organizations to generate revenue (e.g., through influencing customers). We then broke down social influence tactics in two different ways. One type of tactics is called structural tactics ” which concern the changing of rules and procedures by which a group operates, such as voting rules, decision making systems, etc. The other type is called “ interpersonal tactics .” This involves changing the way people interact with each other, through framing problems differently, pointing people’s attention to particular aspects of an issue, etc.
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