Use power not to escalate, but to educate-Risky techniques -The reactance technique refers to people’s desire to assert their individual freedom when others attempt to take it awayoPerson A: (with deep sincerity) So, what you seem to be saying is that you have put your best offer on the table. That is your final best offer; there are no other possibilities of any kind. Your offer is a line drawn in the sandoPerson B: (looking perplexed) Well, no, it is not entirely like that. I have tried to be clear about my company’s position and the final offer I made reflects my company’s goals. oPerson A: (with resignation) I respect a person who makes a commitment, who draws a line in the sand and who will not move and inch. . . . . oPerson B: Look, I am not drawing a line in the sand, or anything like that. I am a reasonable person, and I am willing to consider reasonable offers.oPerson A: (looking incredulous) You mean you have the power and the freedom to create more options?oPerson B: Well, of course, I can do anything I want here- within reason. I can come up with other alternativesoPerson A: (with interest) I am most interested in hearing about your ideas-Foot-in-the-door techniqueoA small request opens the door for a larger one-Door-in-the-face technique
oExperimenters asked participants to counsel juvenile delinquents for 2 hrs/wk for 2 yrs (all refused). Then asked to chaperone juvenile delinquents on a one-day trip to the zoo. 50% complied. When only given the small request, 17% complied-That’s-not-all techniqueoWhen people were told that two cupcakes cost $0.75, 40% bought the cupcakes. When they were told that one cupcake cost $0.75 and another would be ‘thrown in’ for free, 73% bought the cupcakes.Creativity -The components of innovation oCreativity refers to the development of ideas that are both novel and usefuloIdea implementation describes the process of converting these ideas into new and improved products, services, or ways of doing things-Objectives oUnderstand the personalfactors that drive creativity and how to utilize these to your advantageoExamine the processof creativity and identify areas for potential improvement-MoodoPositive mood promotes more expansive, divergent thinking, novelty, and playfulnessoDual-tuning model: Negative mood can help you determine which ideas are useful-Intrinsic motivation oThe significance of task significance, or whether one’s work benefits other people and contributes to societyoExample: Callers soliciting alumni donations for student scholarships; half heard stories written by scholarship students about how their work had made a difference in their lives-Idea generation oOur thinking shifts between openand closed modeoRelaxed, expansive, more purposeful, where curiosity for its own sake can operate, no pressure to get anything specific done-Stimulating the open mode oSpacefrom usual demandsoFor a specific period of time, let your mind quiet downoPut in the timeand tolerate the anxiety of not solving the problemBeing decisive too early strangles creativityDon’t chicken out
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