1. Dynamics
Interpersonal
Ed Batista
Winter 2016
CLASS 7: INFLUENCE

2. Why influence
matters
“I’d fire them, but…”

3. A premise
We strive to gain influence
We fear losing influence
We don’t admit this

4. A premise
We’re unclear on how to pursue it
& we rarely get direct feedback
So the topic is highly fraught

5. What is
influence?
Today’s assignment:
The ability to help you achieve your learning
goals as an individual & the ability to help the
T-group achieve its goals as a whole.

6. What is
influence?
But what does that mean to you?

7. Where does it
come from?

8. 6 principles
Robert Cialdini
1. Reciprocity
2. Commitment & consistency
3. Social proof
4. Liking
5. Authority
6. Scarcity

9. 6 principles
Robert Cialdini
1. Reciprocity
2. Commitment & consistency
3. Social proof
4. Liking
5. Authority
6. Scarcity

10. I.D. Reader
Ways we give away (& claim) power
Insufficient assertiveness
Excessive assertiveness

11. Discuss in your
trios
How have I given away power or lost influence?
How have I asserted power or gained influence?

12. Pfeffer & Cuddy

13. Cuddy
Influence = warmth + strength
(Establish warmth first)

14. …and Top Quartile in
Leadership Effectiveness
Bottom Quartile in
Likeability…
1 in 2000

15. Touchy Feely
isn’t about being “touchy feely”

16. CONTEXTLearning,
Awareness,
& Behavioral
Change
Experimentation,
Risk-Taking,
& Vulnerability
Safety, Trust, Intimacy
Initial Conditions

17. Cuddy
Influence = warmth + strength
(Establish warmth first)

18. Discuss in your
trios
What has confirmed or disconfirmed this thesis?

19. Why It Pays
Clickbait
Being a jerk fails in the long run
To Be A Jerk

20. Why It Pays
A touch of jerkiness
Disagreeable givers
To Be A Jerk

21. Discuss in your
trios
When have I displayed a touch of jerkiness?
When have I been a disagreeable giver?

22. Pfeffer
Ambition
Energy
Focus
Self-knowledge
Confidence
Empathy for others
Capacity to tolerate conflict

23. Pfeffer
Ambition
Energy
Focus
Self-knowledge
Confidence
Empathy for others
Capacity to tolerate conflict

24. Influence &
social identity

25. Influence &
social identity
All US men: 15% taller than 6’
F500 CEOs: 58% taller than 6’

26. Stretching
Photo by Michael Dunn [link]

27. Stress
Photo by Sara V. [link]

28. Stress
We desire influence  low influence is stressful
We don’t admit it  high influence is stressful

29. Traps
Photo by Casey Fleser [link]

30. Traps
“It’s just a function of airtime.”
“Influence isn’t that important to me.”
“This isn’t how I act in the real world.”

31. Dynamics
Interpersonal
For more:
www.edbatista.com/interpersonal-dynamics.html